Research by CSO Insights1 and a range of other sources has demonstrated a significant difference in sales win rates between organisations with clearly defined, continuously refined and consistently executed dynamic sales processes and those with a random or informal approach to sales process - enough to make a dramatic difference to revenue performance.
These best-in-class organisations have been able to combine the winning habits of their top sales performers with the latest industry best sales practices to create a unique and evolving sales process that is particularly tuned to their unique value proposition and to the specific requirements of their key target markets.
These dynamic sales and marketing processes incorporate precisely targeted marketing messages and campaigns, rigorous qualification of new sales opportunities, a clear understanding of their prospects buying decision process and the development of highly effective buying-cycle-relevant sales tools and collateral.
In contrast, organisations with poorly defined sales processes tend to suffer from lower sales win rates and - this is a particularly significant problem - from a large and growing number of apparently promising prospects who decide after a long and resource-intensive sales campaign that their best decision is to “do nothing”.
We work closely with our clients to help them design, develop and implement highly effective sales and marketing processes that serve to ensure that their sales efforts are always focused on those opportunities and actions that are most likely to achieve a “yes” decision from their prospects. We might be able to help you achieve the same.
Take the Next Step
We would be pleased to share what we’ve learned about helping high-growth-potential organisations to systematically improve sales win rates and reduce “no decisions” as part of a balanced programme of sales and marketing performance improvement. As a first step, you may find it useful to self-audit your current sales and marketing processes.
As soon as you are ready to learn more, please email us at saleswinrate@inflexion-point.com, or call us on +44 (0) 118 975 0595. We look forward to discovering whether we might be able to help your organisation to improve its performance in this critical area.
1CSO Insights Sales Performance Optimisation Survey 2011: Key Trends Analysis