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Improving Win Rates

Posted by Paul Davenport on 24 May 2019
Improving Win Rates

Most Sales Managers will have had a sales person in their team that gets along with their Customers, is always busy, has an extensive Opportunity Funnel but never seems to close the deals.

The common response is often "well they are just no good at closing!"  Whilst this may be true, we often see a number of other causes that should be addressed far earlier in the life of the Opportunity.  This can include:

  1. The sales person is not across the real issues of the customer
  2. Through the lack of insightful conversations the customer cannot see the real value in moving from their current position
  3. The sales person has provided a "potential solution" too early, resulting in the customer not seeing the value it can really deliver

These may all sound rather simplistic, however as we all become busier and busier, the temptation to progress an Opportunity outside the natural sequential steps as all too tempting.

Managers and their sales teams should ensure that the sales tools available, such as CRM, are leveraged to assist the discipline and collaboration required to progress the Opportunities.

Author: Paul Davenport
About: Paul has over 20 years of experience in sales and senior management in large and medium sized businesses in the Banking, Finance and Commercial Data industries. Paul brings sound business acumen and an expertise in leading, coaching and developing high performing sales teams to his clients. Paul has a strong track record in assisting clients to win new business and grow revenues through robust key account management. Paul has an ability to work across a diverse range of sales teams, and effectively engages across the business, from the CEO, Sales Director, Sales People and new starters to ensure sales behaviours are optimised to improve sales performance and maximize outcomes for the business and the individual.
Connect via: LinkedIn
Tags: Sales Growth

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