Consultants tasked with making rain tend to be at a disadvantage from a sales perspective. They know their craft, their subject matter, or domain really well. Thats what they went to school for, have studied for years, and are really good at delivering for their clients.
Yet in most cases consultants are untrained or poorly trained in the art and science of forecasting deals. They do not know enough about what to look for or where to find the information necessary to bring these deals in on time and on budget.
Its not for lack of trying. Its a learnable skill that needs support to get results.
In sales, the most important thing you can do is drive revenue. Meetings matter, and there is no end of the tyranny of the urgent. By focusing on what pays the bills for your company, department, your family, and you, success is possible,
At the end of the quarter, nobody really cares how many likes you got, how much social engagement you generated, or how tidy your desk is, you will lionized or demonized if you miss your numbers.
Qualifying and Disqualifying is the key to making plan.
You've got a team to manage. Ideally they'll manage themselves, make great decisions about what to focus on and where to spend their time. Ideally that is…which happens when?
The trick is to find the trouble ASAP, then work with the rep to fix the problems before they really do become a problem. Most sales people are pretty good at Opportunity and Solutions qualification, then performance drops off when it comes to Relationship, Decisions, Timing, and Competition.
You can fix it - we'll show you how.
Business owners with sales people that qualify poorly and waste time impact their growth rate.
Lower growth rate damages business equity value, impacts working capital, profits, and increases expenses across the board.
A small improvement in close rate impacts your business value immediately. You spend precious dollars on marketing, and if your sales people don't qualify and close, its all lost revenue. Its a core competency. Many people blame poor closing skills. Its not - the problem is qualification.