As a Small to Medium Business (SMB) owner, have you ever been frustrated that the Sales Process never seems to be predictable? Do you feel that getting success from a telemarketing campaign seems as achievable as winning Lotto?

I’ve come to the conclusion that to increase sales in a SMB we need to get clarity on what our Sales Process is.

We need to understand what the real Key Performance Indicators (Sales KPI’s) are  in Sales.

We need to get really diligent about measuring Sales KPI’s to adjust the inputs (marketing & sales activity) & improve the outcomes (sales).

The good news is that there are some simple questions you plan for greater certainty in your telemarketing & sales process.

What are your ratios?

How many inputs do you need at each step of your Sales Process to produce one unit in the next step?

I find it easiest to work backwards asking, “How many;

• proposals do you need to present for every sale you make?
• exploration meetings do you need to go through to be able to present a proposal?
• qualifying conversations do you need to have with decision makers to secure an exploration meeting?
• phone calls do you need to make to have those qualifying conversations?

What is the key? What is measured can be managed & improved.

If any of these questions are new to you or you aren’t sure about the answers give me a call on 079749217 & let’s work them out for your business.