Wouldn’t it be great if you could measure the likelihood of sales before they happen?
Don’t just work through the selling process blindfolded, hoping to find your way. There are leading measures you can apply that will predict sales success and then give you enough time to change your approach if you are not moving in the right direction. Follow the advice of value selling training professionals to apply key sales metrics before, not after, the deal is done.
Instead of measuring lagging results after the fact, measure leading indicators of sales success as they relate to key activities undertaken by sales team members. Determine which specific behaviors are most likely to build strong client relationships and end in bona fide deals.
For example, perhaps you have learned that the salespeople who reach out to customers with key insights on a weekly basis are more successful overall than those who check in only occasionally. Or you may find that the salespeople who regularly spend one-quarter of their day researching and prospecting are better at maintaining a productive pipeline. If so, measure those two leading sales indicators of success. They will tell you how a salesperson is doing during the sales process, predict outcomes and allow for behavioral coaching if needed in time to improve the chances of success.
The bottom line - identify the key sales activities that lead to success for your specific sales strategy, target market and value proposition. Then measure, support and reinforce them at every turn.
Learn more at: http://www.lsaglobal.com/solution-selling-training/
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