|Value Proposition Experts: Dayton Ohio. Minneapolis Minnesota.|
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Solutions to Your Value Proposition Problem
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The Dirty Sales Secret
The Cost of Doing Nothing
The “Dirty Sales Secret”
Traditional thinkers (see Traditional vs Value Proposition Thinking) would say that if a sales person is making quota, this is OK.
It is not OK and here is why — if their close ratio is only 30%, they are leaving valuable revenue on the table. They are really saying they are losing 7 out of 10 opportunities. And high quota performance with low closing begs a territory analysis.
The greatest gain in overall performance comes from improved effectiveness and a higher close ratio. This is the “Dirty Sales Secret” that very few sales organizations look at.
The Bad News Gets Badder
When looked at from a financial perspective, “the Dirty Sales Secret” is really a lot worse. You lose in three areas.
This has a further negative effect on the sales person’s efficiency (good time management) and effectiveness (achieving a higher close rate).
Imagine the Possibilities
Imagine for a second what the impact to your business would be if the close ratio increased to 40%? 50%?
This Cost of Lost Revenue and other metrics are measurable, and we help you calculate them to determine the potential ROI of any efforts before implementing an action plan to do so.
Sales Engineering Group helps you: