At any time your Sales Pipeline (Funnel, if you like) is at serious risk. Especially these days, given rapid changing technologies, social networks and customer behaviours, and last but not least customer loyalty going down.
With this as a backdrop, one good question to ask is: … How best to Stay On Top Of Your Game?
Many of us are highly distracted by the uncertainties in the world and the impact on their businesses. Are there only threads or are there even opportunities? Here are some thoughts how to approach 2017 – if you are not prepared to waste the year. Why don’t you apply the same risk management techniques to your sales pipeline which are used by professionals to manage their portfolio of assets? You have the freedom of choice to either hope for things getting better or to plan for growth and take action now.
– Do have good data that highlights where your greatest sales Return On Investment (ROI) is, or might be?
– Have you freed up your sales reps’ time for selling, meaning … when was the last time you took hard look at your sales support systems?
Managing large sales forces has never been easy for multinational companies. Increasing competition, margin pressure, the rise of digital and proliferating channels have added a significant layer of complexity. Already today nearly a third of all Business-To-Business (B2B) purchases are done digitally while customers use an average of six channels for prospecting, forcing sales leaders to rethink how they source leads, manage pipelines, and sell more effectively.
I was in New York City last week and got – once again – energized by the vibes of this dynamic city. An American friend of mine provided me with my first Uber experience.
Of course you have heard about this mega successful business concept that is so revolutionary and disruptive for the taxi and transport business. The experience was both, very convenient and inexpensive. The cars were clean, the drivers friendly and the fares more than competitive. All customer interaction took place on the Uber app on the mobile phone.
The following day I did sign up for my own Uber account.
Benchmarking, Performance Reviews and Genuine Evaluation can be powerful tools to boost Sales and Business Productivity – however you always need to be mindful of the context and perspective is of essence