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8 Great Ways to Increase Sales Capacity Without Adding Salespeople
Barry Rosen
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1. Define your process
QualifyingStage
Stage Goal
Prospect Role
Contact Channel
Tools
Move Trigger
Discovery Proposal & commitment
Closure & intake
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2. Stop using salespeople to qualify leads
InsideSales
AlternateSource
CallCenter
SALES
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3. Take “administrivia” out of administration
• Most companies over-report• Most reports are under-read• Trim reporting to the vitals
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4. Check your sales territories
Shrinking territories
• Reps underutilized
Growth territories
• Reps do well
• Uncovered opportunities
Territory management technologies
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5. Address the travel monster
21% of sales rep time• Territory analysis• Sales training• Online collaboration• Web conferencing
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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• Re-qualify unknown or outdated leads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?
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7. Focus on “moments of truth”
• Presentations• RFPs• Proposals
Proposal building technologies
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8. Remember current customers
• Devote selling resources
Customer growth
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Barry RosenThe Pursuit Group, Inc.
E-mail:E-mail:[email protected]
Phone:Phone: 866-4-PURSUEWeb:Web: www.thepursuitgroup.com