Question: Has your Sales Organisation formally defined the systematised delivery of a 5-star service experience in every customer interaction, pre- and post-sale – and ensured that sales executives deliver a…
How To Increase Revenue From Deals By Almost 50%
Question: Does your Sales Organisation formally maintain and update a list of qualified leads assigned to each sales executive, and are the leads that are fed to your sales team…
Not All Customers Are Created Equal
Question: Has your Sales Organisation formally designed sales territories for each sales executive to ensure you are covering your territories (in terms of leads and customers) with the correct product…
How A Win/Loss Analysis Improves Future Sales Results
Question: Has your Sales Organisation formally defined a systematised process and questionnaire for external Win/Loss Analysis reviews with customers – and have current external Win/Loss Analysis reviews with customers improved…
Positive Mindsets Naturally Result In More Sales
Question: Has your Sales Organisation purposefully designed your Sales Organisation’s culture and training materials to promote a positive, resilient and solutions-oriented mindset – and can your sales force be described…
Improve Forecasting With More Accurate Pipeline Management
Question: Has your Sales Organisation formally outlined forecasting criteria and designed a process for revenue-forecasting meetings to be held by sales managers with sales executives – and do your sales…
Keep Sales Managers Focused On What Matters With Sales Management Manuals
Question: Has your Sales Organisation implemented a documented sales management manual describing the hard skills (such as metrics management and pipeline skills) to be followed by all sales managers –…
Use Sales Coaching To Increase Sales Target Achievements By Up To 67%
Question: Has your Sales Organisation implemented a formal metrics-based coaching programme where your sales managers coach sales executives – and do your sales managers conduct monthly coaching sessions to highlight…
Protect Your Sales Team’s ‘Money Hours’
Question: Has your Sales Organisation has outlined expectations for an environment that limits distractions and interruptions – and does your sales force work in an environment with few distractions and…
Personal Goal-Setting Can Boost Sales Results
Question: Has your Sales Organisation identified the importance of aligning the sales team’s personal goals with company goals to increase engagement – and do your sales managers conduct regular meetings…