The bottom line is that Sales Directors have targets to achieve. The Sales Director needs to monitor where the company is in relation to those targets.
Sales Director Help
A common myth is that if you put in a system it will improve your business. WRONG! A system will only improve your business in conjunction with good sales practices and coaching methods
Read more on sales coaching practices
Do you know where you are in the sales process? Most processes are configured on a linear cycle from only one of two possible viewpoints, making tracking where you are in the sales process almost impossible.
Read more on sales processes
In making those targets what do we need?
- 1. A Pipeline and knowing how big it is
- 2. Knowing how good that pipeline is
- 3. When does that pipeline get qualified?
A hell of a lot of qualification happens at meetings, either one to one or at sales meetings where sales people are asked to justify their pipeline. How constructive is this?
How much time do you have to dedicate to this task, bearing in mind that interrogating sales people about their pipelines is a reactionary event? Wouldn't it be easier to use an early warning system so that you could find out whether the pipeline is strong enough.
We should be aware of certain things and therefore plan for them and see how we can get around the challenges of businesses so that we can bring in opportunities. What is SymVolli doing? It is helping the sales director in key areas, namely:
- Helping look at targets
- Helping look at pipeline and quality
- Using three dimensional trend analysis, the sales director can see the conversion rate of sales people so that he can decide whether they are going to achieve target