8 Great Ways to Increase Sales Capacity Without Adding Salespeople

Barry Rosen

1. Define your process

QualifyingStage

Stage Goal

Prospect Role

Contact Channel

Tools

Move Trigger

Discovery Proposal & commitment

Closure & intake

2. Stop using salespeople to qualify leads

InsideSales

AlternateSource

CallCenter

SALES

3. Take “administrivia” out of administration

• Most companies over-report• Most reports are under-read• Trim reporting to the vitals

4. Check your sales territories

Shrinking territories

• Reps underutilized

Growth territories

• Reps do well

• Uncovered opportunities

Territory management technologies

5. Address the travel monster

21% of sales rep time• Territory analysis• Sales training• Online collaboration• Web conferencing

6. Clean out the funnel

• Re-qualify unknown or outdated leads

FUNNEL CHECKLIST

__ Have we had contact in the last 3 months?

__ Have we verified the decision-maker(s) identity?

__ Do we know identify of their current provider?

__ Do we know when their contract expires?

__ Have we identified key issues?

FUNNEL CHECKLIST

__ Have we had contact in the last 3 months?

__ Have we verified the decision-maker(s) identity?

__ Do we know identify of their current provider?

__ Do we know when their contract expires?

__ Have we identified key issues?

7. Focus on “moments of truth”

• Presentations• RFPs• Proposals

Proposal building technologies

8. Remember current customers

• Devote selling resources

Customer growth

Barry RosenThe Pursuit Group, Inc.

E-mail:E-mail:brosen@thepursuitgroup.com

Phone:Phone: 866-4-PURSUEWeb:Web: www.thepursuitgroup.com