Building & Managing Sales

Last Updated on Saturday, 20 February 2010 19:27 Written by Administrator Wednesday, 17 February 2010 03:31

Several years ago, Sirius Decisions researched the sales process and revealed the following remarkable statistics: Of all leads coming into a company, on average, only 20% are followed up to become “Active Leads. Of those active leads, on average, only 30% moved on to become “qualified.” The other 70% dropped by the wayside, yet Sirius’ research discovered that of that last 70%, 80% actually went on to buy.

What does that mean for YOUR Sales?
For every 1000 sales that go into your sales funnel:
a. 20% or 200 are evaluated as being ACTIVE. All too often the other 800 drop off the radar!
b. Assume that of the 200, 30% (or 60 leads) meet the requirements of Budget, Authority, Need, and Timeliness (BANT) to become qualified. The other 170 ... drop off the radar!
c. Assume that your typical closure rate is 10%. 60 x 10% = 6 become potential sales for you. Following the logic of the Sirius research, 170 x 80% or 136 will go to your competitors!

Imagine the impact on your bottom line if you could capture even a small percentage of all those lost sales! We have a magic Sales Funnel tool that will show you the REAL effect.

Where are your lost sales going?
In the past, leads were traditionally generated in one of three ways:
a. Tradeshows
b. Ads and editorial content
c. Cold calls, generated as a salesperson developed his/her territory

Once Sales received the lead, it was categorized in some form as to whether or not it was likely to turn into a sale. The likely leads were then followed up with a phone call or email. All too often, there was no response. The result:Frustration!

Interestingly, behind the scenes, that same potential customer might have been responding:
> visiting your website,
> downloading a white paper,
> investigating a product.

Until now those silent footsteps were hdden. Without that information, Sales was stopped dead. As a matter of fact, in today’s pro-active, customer-driven environment, your sales staff could be the LAST step in your customer’s journey to buy! These are the very customers that drop off the radar.

New Tools for Success
Today, Sales is interactive. New tools allow us to reveal those hidden footprints, without being obtrusive or invasive. To be effective, your sales force needs three key tools:
a. An easy process to keep track of potential leads (a "CRM" or customer relation management system)
b. An easy method to detect these hidden footprints
c. An easy program for responding to and nurturing potential customer

The MIP has the expertise and experience with each of these tools to put your company on the right track, not only to capture the "ones that got away," but also to shorten your sales cycles and get you to bigger revenue, faster.

Become a
   High Growth Company
1.  Target the right folks!
What's the profile of your ideal audience? The MIP can help with actionable market research as well as targeted new-market development.

2.  Unearth your clients' footprints
The MIP's Sales 2.0 program can help you to set up non-intrusive tracking so that your sales force can see those hidden responses and provide the potential customer with the next level of information that will help close the sale.  And we are expert at helping align our client's sales and marketing departments to create easy-to-implement, easy-to-manage response programs that have doubled or quadrupled sales within 18 months.

3.  Keep in front of those targets!
Are you providing the right tools for your sales force to EASILY keep in touch with your potential customers?  Are your sales and marketing departments working hand-in-glove to provide the right information to your prospective client, at the right time?  If not, The MIP can help.

4. Organize, Manage, & Track
The MIP's Sales 2.0 guru can help you to set up a Contact Management protocol that will fit comfortably into your company, train your staff, then show you how to measure effectiveness so that the whole process becomes more productive.

5. Identify your sales "Rainmakers"... and make new Rainmakers
The MIP's veteran sales development staff can analyze what is best about your current sales program then how to build on it, clean up the ragged edges, and sharpen the process to make Sales more productive. Don't have a sales staff in place yet? We can fill that gap then, as revenues grow, help you to hire and train the right people to take over.

Call us today at (972)924-5310
Let us run your numbers,through the magic Sales Funnel tool, REAL TIME, to show you how even a 1-2% change at specific steps in your sales funnel will build your sales dramatically.

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