Question: Has your Sales Organisation clearly defined Ideal Customer Profiles – and do your sales executives use these ideal profiles to effectively qualify prospects? The Reality According to our research…
Why Focusing On High-Priority Products Boosts Revenue And Profits Margins
Question: Has your Sales Organisation formally defined which are your highest priority products – and do your sales executives offer those products to customers and prospects to achieve the business’s…
Get Your New Hires Making Sales As Quickly As Possible
Question: Has your Sales Organisation designed and documented a repeatable onboarding process to get new sales executives market-ready in the shortest time period – and is your current onboarding process…
Consistent Onboarding Improves Sales Results And Reduces Employee Churn
Question: Has your Sales Organisation housed your onboarding materials in an online portal for consistency and scalability – and is your current onboarding process delivered in a manner that is…
Hire People Who Are What They Claim To Be
Question: Has your Sales Organisation formally defined a list of checks to be done on all candidates to ensure claims on education, job history, earnings and references are legitimate –…
Trigger Buyer Accelerators To Obtain Client Commitments And Close More Deals
Question: Has your Sales Organisation designed your Sales Engagement Process to obtain the commitments needed from customers at every phase in the sales cycle, and are your sales executives uniformly…
Boost Sales, Productivity And Forecasting Accuracy With The Right Technology
Question: Has your Sales Organisation implemented a CRM or ERP technology solution that has pipeline and forecasting scales aligned to your Sales Engagement Process, and is it effective in providing…
Improve Your Sales Force’s Ability To Reach Targets By Up To 25%
Question: Has your Sales Organisation created a formal and documented Sales Engagement Process for every phase in the sales cycle, and do your sales executives consistently follow the same pre-defined…
Build Compelling And Persuasive Call Scripts To Secure Sales Meetings
Question: Has your Sales Organisation formally documented and deployed compelling reasons for prospects to grant you a first meeting, and are your sales executives compelling and persuasive in their conversations…
Tap Into Intrinsic Motivations To Get The Most From Your Sales Executives
Question: Has your Sales Organisation built an incentive programme designed to cater for ‘intrinsic motivators’ that includes recognition, development and working towards a higher goal or calling – and is…