do you have a value proposition problem?

• what is value?
• warning signs of a value proposition problem
• a new look at common business problems
• the cost of doing nothing

solutions to your value proposition problem

• expose your value
• sell your value
• deliver your value
• reinforce your value

why choose us?

• our approach
• our value proposition
• what to expect
• about us
• contact us

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. 

1. the sales expense incurred pursuing lost opportunities.
2. the potential revenue that would come if the opportunity were won.
3. and most importantly, you lose the profit from the sale and your ability to grow your business.  
   

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:

• quantify, in dollars and cents, the value of improvements to your sales process to justify the time and effort necessary to achieve those results before implementing an action plan to do so
• achieve those results through sales process reengineering, implementation, training, tracking, and measurement

ready to move forward? it takes courage to institute real change. contacting us is the first step.  you'll be glad you did. call us at 937.558.7664 (et) email us online contact form

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