Typical Sales Challenges
Why do these well- intentioned investments fail?
Over the last few years we’ve conducted some analysis of where things go wrong. If we could understand this perhaps we could create a solution that would prevent or diminish the risk of failure.
Click on the boxes below to review our assessment of each discipline.
The Forecast Process
The Forecast Process should interrogate what’s been done to bring in the deal. In reality, the rigour and experience required to professionally interrogate the forecast rationale is rarely applied. Consequently, sales forecasts are usually exercises in guess work. They should be accurate factual assessments of the realistic percentage chance of closing the deal within a defined timeline.
Why not do a quick analysis of your close rate? The average is 3:1 (i.e. once you have a qualified prospect you should be closing 1 in 3 deals). NOTE: if you are closing 1 in 3 deals but still not hitting target this is probably because you don’t have enough pipeline (activity is too low, or maybe ineffective).
Effective Forecasting can improve the close rate – think about what impact a 2 in 3 deals closed would have on your business!
For further information, questions or advice please call Richard Lown on 01926 430 531 or contact via our online form.
