What if you spent more time coaching your salespeople instead of remembering what each salesperson’s definition of 25%, 50%, or 90% “closed” meant?
Purpose – design and document the “Your Company Name Way,” which is all the steps and check boxes your salespeople need to address to take a prospect from “hello” to “here’s a purchase order” to “this has been a great X year relationship. Look forward to working with you for many more.”
Organizations with a common language and process around their prospecting, selling and client development activities scale faster, grow consistently and can realize a higher exit multiple.
If you’re not sure common payoffs Sandler clients realize are: