When I meet with company presidents, CEO’s and business owners, the most common frustrations I hear from them is “Our sales opportunities never seem to close ‘on time’ if they close at all!” or “Our sales pipeline is full but nothing seems to be closing!”
There are many reasons as to why sales organizations are experiencing these problems and among the biggest is that often they’re not using a defined, optimized sales process. Would you be surprised to learn that 91% of all companies don’t use a common sales process?
There’s more bad news–if you’re looking to shorten your team’s sales cycle, it’s not enough to have a defined sales process . You also need to have salespeople with the correct blend of skills and sales DNA to execute your sales process effectively.
Now for some good news–there is a method to determine whether your team has what it takes to bring sales through the door in a timely, cost-effective manner and it doesn’t involve guess work or using a crystal ball. By using the science behind the 26 questions we can answer for clients, it’s now possible know the strengths and weaknesses of any sales organization and whether they’re capable of shortening their sales cycle.
For a look at the ‘science’ and some great examples of why sales cycles are so long, go here and read the article by Dave Kurlan, CEO of Objective Management Group, at his award winning blog.