· Average pipeline time from first contact to sale
· How many telephonic meetings are required and over
what period
· Is the sale done in person or by phone or both
· Does the customer call in or do sales people call out
· Is collateral material set by mail, fax or email
· Is collateral material available by website
· What % of new business comes from within the same customer
· What % of new business comes from new customers
· What % of new business comes from referrals from existing
· Are free samples of service or product given
· How many calls are made by each sales person per day
· How many personal meetings are made by a sales person
ea day
· Are sales done individually or by group or educational
format
· Are more sales closed via internal office appointments
or at the clients off
· Are there special sales or price reductions that stimulate
sales
· Are sales peoples’ productivity consistent from
one to another
· What kind of incentive programs for sales people are
in place
· Are sales incentives used to generate leads or close
sales
· How many sales professionals do you wish to use this
program for
· What is the exact sales process and how does it work
· Where are the places that your process succeeds easiest
· Where are the places that sales fail or are lost to
competitors
These are but a handful of some of the questions that will
be asked in our first interview together in fashioning a program
best suited for your specific needs. Once you have assembled
this data, our conversation will be much faster and we can collect
what is necessary to provide you with a specific solution that
can be implemented in a matter of days.
