Trying to increase sales? You're probably going about it the hard way.
Most of the sales improvement efforts I see focus on making radical improvements in one area…often hard to do.
For example…trying to increase lead generation by 50%…or boost closing rate by 30%…big jumps that will be expensive and difficult.
Companies that take this approach usually don't have a well defined sales PROCESS (key word).
Increasing profits is easy when you've got a defined, repeatable , consistent sales process. Here's why it's easy…
Let's say our sales process has 7 steps:
- Generate a leads
- Convert leads to a sales appointment
- Submit a proposal
- Close the sale
- Get a repeat sale
- Get a referral
Instead of trying to radically improve lead generation or closing rate…it's simpler to make smaller improvements at each stage.
Like a little 2% increase at each stage results in a 21% increase in sales…and the increase is almost 100% profit.
But you've got to have a defined marketing and sales process. My clients have one…you should too.