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How to Make Salespeople 25% More Productive in 90 Days or Less

by Michael Webb | Comments (0)
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You probably have salespeople working overtime right now on deals that will be:

  • bad business if you win them (too much trouble, not worth the revenue)
  • lost to a competitor
  • lost to no decision

If you’ve been around professional sales organizations for a long time, you already know that poor salespeople ignore qualification criteria; good salespeople, and their managers, obsess about it.

You’ve heard the acronyms. BANT, for example: Budget, Authority, Need, Timeframe. There are others. You may have worked with your team to define yours precisely.

Still, close ratios are erratic and deals are unpredictable. Sales people, trying to make quota, have little choice but to spend enormous amounts of time and money pursuing them. They can’t help it if many of the wrong prospects are in their sales funnel.

Right?

Not right.

Most companies use an approach to qualification criteria that fails in at least three crucial areas. It is:

  • Myopic: qualification criteria are driven narrowly by what they need
  • Remedial: qualification is used only to correct poor performers
  • Static: qualification criteria doesn’t change; yet market forces are continually changing

There is a far more productive approach to qualification than any you have probably heard of. Companies who fail to update this critical part of their sales process will continue wasting enormous amounts of time and money – which they probably cannot afford in this economy.

On Thursday, February 26, we will present a new and more effective approach to solving this problem:

How to Define Qualification Criteria
To Improve Forecast Accuracy
and Enhance Selling Behaviors
Guidebook Launch Webinar

Thursday February 26, 2009, 3:00pm Eastern Time
Identifying observable characteristics that tell you
how to sell to your customer, and determine whether you’ll win or lose

http://www.salesperformance.com/member-services/feb-26-webinar

In this webinar, you’ll learn an approach that has achieved some astonishing results:
•    90%+ forecast accuracy where ever it has been used
•    Works at the beginning of the sales cycle, not just at the end
•    Actually helps salespeople sell by influencing their decision making strategy

Rather than being myopic, remedial, and static, this simple new approach increases your company’s vision into customers, enables all of your salespeople to be more strategic, and changes with market forces.

It will lean out your sales funnel and improve the quality of your team's sales opportunities. And that will certainly increase your revenue, profitability, and success.

This will be the seventh sales kaizen webinar we have conducted since its inception last November.

I hope you can attend, because this one is really going to be good.

Michael Webb
February 24, 2009

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