It really is that simple. Spend all your sales time, and budget, on winning orders from customers who will buy, and be happy with what’s delivered. Walk away from the ones who aren’t going to buy from anybody, or are going to order from the competition, or are going to be difficult to please. Commit any spare time to finding more of the right prospects, and winning more share of customers’ total spend.
You’re probably thinking that’s too simplistic a concept, and impossible to achieve. And reasonably so, until you’ve understood the three steps to improving sales effectiveness. Here they are.
Sales Strategy
Your sales strategy needs to define which types of customers will buy from you, and why. Please note, this isn’t prospects who could buy, or might buy. It’s customers who will buy.
Sales Process
Your sales process needs to define how you’ll qualify the buyers ability to buy, agree the requirements or scope, confirm you are the vendor of choice, and agree commercial terms – contracts, prices, delivery, success criteria
Performance Improvement
Implement changes to both strategy and process, based on your learning from mistakes. Planning milestones based on the strategy and the process and reviewing actions and results, you’ll learn which parts can be improved, so the problem doesn’t arise in the future.
Learn More
These three steps are the basis of the Sales Probability Process Management concept. You can download the Tutorial now and start improving your effectiveness in sales operations straight away.
