2 Minute Drill: Best Practices to Assess Sales Performance

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Best Practices to Assess Sales Performance Barry Rosen

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2 Minute Drill: Best Practices to Assess Sales Performance

Transcript of 2 Minute Drill: Best Practices to Assess Sales Performance

Page 1: 2 Minute Drill: Best Practices to Assess Sales Performance

Best Practices to Assess Sales

Performance

Barry Rosen

Page 2: 2 Minute Drill: Best Practices to Assess Sales Performance

© 2007; The Pursuit Group, Inc.

Elements of Success

EFFECTIVENESSWin Rates

Margin Protection

EFFICIENCYAllocation of Manpower

Allocation of MoneySpeed of Sales Cycle

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© 2007; The Pursuit Group, Inc.

Effectiveness

ROI constant and progressively more customer-specific?

“Solutioneering” innovative solutions for more value?

Proposals/Presentations focus on each customer?

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© 2007; The Pursuit Group, Inc.

Efficiency

Lead Qualification look for faster, less expensive ways to qualify leads

Sales Resource Allocation process to eliminate low success leads?

Technology aware of what is available?

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Optimize the Business-to-Business Sales Cycle

866-4-PURSUE866-4-PURSUEBarry Rosen

[email protected]

www.thepursuitgroup.com


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