Immediate Growth Suggestion
Contact the Highest ROI Sales Opportunities
submmited by Christopher Wallace
A great contact strategy will convert average salespeople into strong producers.
DO YOU KNOW if your salespeople are contacting the right customers and prospective customers? Are they focused on the best sales leads that will create the most sales and profit for your company?
Probably not. You don't know without a very tight lead management plan. If your company is like most, you are missing high profit sales opportunities.
Here's an immediate sales tip. Do not leave it up to each salesperson to determine HOW MUCH MONEY you will make in your business.
That would be a big mistake! The right lead management plan will double your sales from this effort. You will see immediate sales increases, if you follow these tips
Make sure all salespeople are contacting the best sales opportunities. Often, they will call the easiest that may not be the most profitable.
Include a simple process that scores the best opportunities ranking them from 1 to 5. For example, quotes would probably get scored as a "1", since any quote is most likely going to have a higher closing percentage (and therefore a lower selling cost) than a less qualified contact.
Initiate a process to track activity and results for the most important or highest ranked account opportunities or leads. Include a management plan that assures that these high ranking leads lead to a yes or a no decision. Salespeople often "give up" before placing enough effort into their follow up activity. This is a great time to utilize a pipeline or forecast reporting process.
Utilize CRM for tracking activity. It is by far the easiest method to track customer behavior for businesses that have a large quantity of customers and prospects.
Make sure either you or the salesperson's supervisor meets regularly to stay on track Define a contact plan for any target or high value accounts.
Do this today and see more sales tomorrow!
Follow this plan and you will see more sales. It may take some consistent reinforcement with your sales managers until the process becomes systemized and automatic for them. For advice on this, contact us
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