8 Great Ways To Jump Start Sales

8 Great Ways to Jump Start Sales

Barry Rosen, The Pursuit GroupBarry Rosen, The Pursuit GroupBarry Rosen, The Pursuit GroupBarry Rosen, The Pursuit Group

#1. Identify Customer Value

Allocate resources appropriately– Selling, Customer Service, Operational

#2. Create Customer Maps

#3. Conduct Scientific Audit

• Customer characteristics

• Hit ratios

• Selling costs

• Cycle times

#4. Devise Opportunity Scorecard

Business Issues: Weight Yes No Unknown Score

Element 1 10

Element 2 10

Element 3 5

Element 4 6

Element 5 10

Element 6 8

#5. Upgrade Large Acct. Program

• Multi-discipline team• Proactive

– Intelligence gathering– Communication– Interactions– Solution development

#6. Upgrade Proposals

Check for:– Customer orientation– Consistency of style – Consistency of message– Impact

#7. Review Sales Technology

• CRM/Workflow

• Research

• Communication

• Presentation

www.thepursuitgroup.com/techswelove.html

#8. Review Sales Compensation

CORPORATEOBJECTIVESCompensation Evaluation

Toll-free: 866-4-PURSUE

Web: www.thepursuitgroup.com

Email: brosen@thepursuitgroup.com