MANAGEMENT
How to Win Sales in a Tough Market SELLING POWER EDITORS
Selling is always a challenge. But every business depends on sales for survival. To give your sales team not only more time for selling but also give them help to make each call count, answer these seven questions.
1. WHO GENERATES YOUR LEADS? Research shows that sales reps generate 50.1 percent of sales leads, while only 28.3 percent are created by marketing. When you drill down, you’ll find that – once the burden
of lead generation is taken off sales reps’ shoulders – they are effective at reinvesting those hours into selling- related activities. Lesson: Don’t make your salespeople chase after leads. Generate leads for them and make them chase after deals.
12 | NOVEMBER/DECEMBER 2020 SELLING POWER © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
2. WHAT HAPPENS TO THE DEALS IN YOUR PIPELINE? One survey of 1,500 sales organizations shows that reps close 48.7 percent of the deals in their pipeline forecast, lose 30.1 percent, and see 21.2 percent end up with a “no decision.” Now, it’s not a sin to lose a sale; the big sin is to lose prospects to a “no decision.” Why? Because that means these salespeople were thinking the garbage trucks they were chasing were actually loaded with money. World-class sales organizations use
score cards that determine the value of each opportunity – a simple tool
VIKTORIA KURPAS /
SHUTTERSTOCK.COM
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