What happens when there is uncertainty about the next step in the sales process?
There is no way to predict future sales.
Why is that important? Most businesses I work within the technology space require resources to deliver their solution from scoping, research, deployment and implementation, to name a few. If it’s a mystery what is coming down the pipe, it is impossible to have those resources ready to go. If you do not have the resources ready there could be a delay from sign off to implementation. Straight away your capabilities will be called in to doubt. The client will be looking for more areas you are dropping the ball and the grass will look a lot greener when a competitor comes along.
The only question management could be asking the sales meeting was
“What sales do you have coming in?”
This is a result based question. This cannot provide any insight to management or the sales team regarding the areas that need improvement. Salespeople will then come up with their own reasons like the product, the market, the clients, the competition, the price etc.
No one can manage the activity that can result in a sale.
So, what happens when sales and management know the sales process?
- They know exactly how many prospects need to be in the pipeline to make a sale.
- It becomes easy to identify where there is an unusual drop off in one step to the next with an individual salesperson and offer assistance and coaching.
- When the sales team ask for a pre-sales resource there is no longer panic in operations as they expected it.
- Management can start to identify when overly optimistic salespeople say “I have 2 sales coming in this month”, but reporting tells them that the salesperson has not done the work for that to be possible. The data says that it takes four proposals to close two contracts. But you know that the salesperson has not presented four proposals in the last few weeks, so two sales are not likely.
Matthew works with owners and managers of B2B software companies to get more clients by simplifying high value, complex sales. Matthew started his first software business over 20 years ago, after a very successful sales career where he regularly outsold long established players in a number of markets. Matthews' relentless thirst for knowledge and his ability to apply that knowledge in real world situations makes him a truly versatile salesperson. If you're interested in scaling up and getting more clients then definitely reach out and request a free strategy session today.