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 Sales Indicators
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- How can you tell if your sales team is healthy and performing to their capability?
- How profitable are the transactions, are you leaving money on the table?
- How can you tell if your pipeline is growing enough and adequate to meet your business objectives?
- How do you know if you are closing all the deals you should?
- How do you know you are getting to the right level to give you the most successful chance for a sale?
- Are marketing and sales working together?
- Are the campaigns linked with the sales activities?
- How do you know if you have the right channel mix and right partners?
- Are you targeting the best customers for your products and services?
If you need help answering some of these questions Ascent Business Consulting can help you understand your sales team performance and identify the areas that need to be improved
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The ABC Methodology for Sales
 Step One - Analyse Sales Organization
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- Selling skills, box VS consultative
- Sales organization and structure
- Territory management, vertical focus, geo, open
- Pipeline performance, how are transactions moving through the sales cycle
- Closing ratios, prospects, leads, win/lose
- Channel coverage, direct VS indirect, e-commerce
- Performance VS competitors
- Transaction revenue and profit
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Step Two - Design a Strategy and Plan
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- Develop education and training curriculum to elevate sales team selling skills
- Develop or modify territory coverage plan
- Create focused customer target strategy
- Create pipeline management tools
- Develop a performance measurement system
- Develop channel mix matrix
- Develop 30, 60 and 90 day plans for all key projects
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Step Three - Implementation
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- Develop a roll out plan to implement key projects
- Create project management plan
- Time lines to implement projects
- Create goals and targets
- Develop education curriculum and training schedules
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