Managing the Sales Cycle
“First do the right things, then do them right.” This
encapsulates what most salespeople do wrong in terms of managing the sales cycle. It’s not their fault: they don’t have the right sales tools or training to do it correctly.
Consider the McLean Performance Sales Cycle Design Matrix™ below.
This is something that we customize for you and your sales environment.
The matrix illustrates the phases of the business-to-business sales cycle, primary selling events within each phase, the cause & effect results driven by the timing of events, and qualification criteria for sales forecasting.
A custom matrix gives your salespeople a map for proactively managing your customers’ buying cycle, beginning to end. It helps them make sound decisions regarding the timing of events throughout the entire sales cycle.
Bottom Line: Performing the right sales events the right way at the right time allows your reps to proactively manage the customer buying cycle -– which puts them in the driver’s seat when it comes to closing more sales faster. It’s consultative selling at its best.
For more information about how to proactively manage the business-to-business sales cycle and sell consultatively, contact us today.
For more information on this matrix contact McLean Performance