How To Assess Your Sales Intelligence Quota

Guest post by: Colly Graham
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Asking the Right Questions - By Colly Graham

The definition of a sales cycle is that time that elapses between the first inquiry and the sale. Depending on the type of business or organization you have, the sales cycle could be started when someone enters your facility. Also, it could be complete in one visit if your products are commonly used.

On the other hand, your sales cycle might start with an inquiry based on a magazine ad. Based on the type of products or services you offer, that inquiry could start a process that takes months or even years to complete. You must know the length of your average sales cycle so you can define marketing communications and follow-up strategies.

3. Do you provide your sales people with a defined and tested prospecting method?

Just because you hire experienced salespeople, don’t assume they know how to prospect for potential customers/clients for your organization. It’s your job as strategist and manager to quantify what works, and teach that method of prospecting to each salesperson. For instance, if cold calling is part of your sales process, do you have historical records that show how many cold calls it will take to produce a prospect? Do those records also indicate how many prospects must be located to make a sale? And, exactly what happens along the way?

The quantification and analysis of the daily activities of your sales organization provides you with the statistical data necessary to spot problems and fine-tune your sales process to make it as effective as possible.

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Asking the Right Questions - By Colly Graham

About the Author: Colly Graham

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Colly Graham CEO of salesxcellence After graduating from college, Colly entered the field of accountancy however after five years decided to change his career direction in sales. First working for a Fortune 500 company in fast moving consumer goods, his career progressed from selling capital equipment, financial services to internet services, with a wide management experience in both telephone and field sales, concentrating on the recruitment, training and development of sales people, in this role he gained experience in designing and building a number of successful sales teams. Colly brings thirty years of practical experience of selling and his ability to empathize with sales people and establish immediate rapport and credibility as a trainer, (the accolade Colly receives from most sales people is “that he has carried the bag”). A licensed practitioner of NLP Colly trained with Richard Bandler in 1998. When I entered the field of sales, back in 1969, with local franchise holder for Pepsi Cola because of my lack of knowledge of any selling skills I set a goal, to one day, start my own training company. As my career in sales progressed becoming a sales manager, group
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