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Yes
- it's legal. That is the first question we are
asked when we recommend testing your salespeople, as
long as you test all the salespeople. What you can
discover may shock you. You may discover why some
salespeople can't sell - no matter how you train them,
cajole them, incentivize them, or terrorize them.
It's in their personality and there is
almost nothing you can do to change it
- except
fire them!
But
that is only part of the equation. Your company
needs a management system that tracks opportunities, not
just customers, in real time, as things are happening.
CRM systems give you a partial solution, but not from a
sales process perspective. The system you need
must track each opportunity from Inquiry to Invoice,
including everything that happens internally to prepare
a quotation and then follow up to close the deal, track
it through production and eventually invoice the job.
You
know that the majority of sales occur after the fifth
"no" or objection, and that most salespeople pull the
plug after the third one. Now you can track each
step, find the disconnect in the process, and correct
it. You may find more than one, and you may find
more than you wanted to know. You may think your
company gets a quote out within the expected timeframe,
but discover that it is really taking up to 3 times that
long! That means wasted time and lost sales.
If you
are serious about sales, then deal with the facts.
Contact us to at least discuss what you think is
happening, and we'll see if we can bring something to
the table that you haven't tried, and maybe haven't
heard before. Then let's get to work and make
things happen. |
