Sales Opportunity Prioritisation
When it comes to sales, companies of all sizes have similar challenges – unpredictable pipeline, overly optimistic sales people, getting dragged into price negotiations, lack of scaleable process, CRMs not used properly etc. The impact of some of these challenges on SMEs tends to be greater, simply because they can’t absorb the costs as readily.
One of the biggest impacts to both your cash flow and the morale of your group is when you ‘lose slowly’, you have all the cost of sale with none of the revenue return. Often times we lose slowly when we chase business we never really had a chance of winning in the first place. If you ask the sales team why they didn’t walk away, the answer comes back as ‘the senior leadership team would never allow that’. If you speak to the senior team, they are frustrated because the salespeople chase unrealistic opportunities! Sound familiar? That is one of the reasons why ‘Macro Qualification’ is only effective when it is a top down strategy.It is different to opportunity qualification – it sits above it and can be changed to reflect changes in company direction, priorities or resources.
This workshop is designed to help you as the business leader identify which type of business you want to go after in the first place and therefore you are willing to put resource behind; conversely it also puts logic into knowing when to walk away.
Starting with 2 simple questions we will build out a series of criteria and each attendee will design a matrix during the workshop – which they can then take back to their business, run a ‘key person’ meeting with to take on board the opinions of their team and then start using it immediately.