Even though the answers to these questions are subjective and largely a matter of gut feeling, most sales leaders can usually answer them fairly easily. What the case for your situation? Are you drowning in leads though just can’t close enough of them, or are you waiting for the phone to ring (or watching your inbox) hoping for a sales enquiry to turn up.
Of course to reliably grow a business, an effective sales process should be focused on generating a steady stream of sales leads (from active and systematic prospecting activity) as well as improving sales conversion and deal size. Though having some idea where to focus resource is a good place to start.
These are a collection of our views about the world of selling, though please feel free to disagree and share you own views with us.
Simply add your view to the comments box below each story. We’d be delighted to engage with you…
“CPV have taken the mystery out of the sales process and shown us how to do it for ourselves, now I feel much more in control of our business” – PW, MD Financial Services SME