Maintaining a healthy sales pipeline is the key to consistent and predictable sales performance. Everybody feels better (including shareholders and analysts) when there are enough qualified opportunities "in the works" to forecast strong sales for upcoming months and quarters. The best way to ensure an increase in future revenue is to focus on building your sales pipeline today.
One key facet of increasing revenue is increasing deal velocity . . . How fast sales opportunities flow through your sales pipeline. That allows you to either win or lose a deal faster so you can move on to the next deal. Suppose you could shorten the average length of your sales cycles by 8%. That would, in essence, give you an extra month worth of selling every year! Selling to executives is the key to shortening your sales cycles.
What if you could increase the average size of every sales transaction you do? Cross-selling and up-selling are two of the most obvious but often under-utilized methods to grow sales revenue. But the real key to doing bigger deals is to learn to sell to senior level executives and give away less at the negotiation table. To grow deal size, sell value . . . and sell it at the executive level.
Think about the math for a minute . . . If your team is currently closing 3 deals out of every 10 they try to close, but they could learn to close 4 out of 10, that would be a 33% increase in revenue without investing anything more in marketing hiring any new people! Does 33% seem impossible? We'll then how about closing 3.3 out of every 10 deals. That would be 10% more revenue with no increase in cost of sales. We can can help you do that!
Experienced managers recognize that my continued success is only as certain as my ability to grow and retain my sales team. This requires a commitment to ongoing development of your sales talent and of your own leadership capabilities as a manager. Two programs for your consideration are:
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