2 Minute Drill: Best Practices to Assess Sales Performance

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Welcome to The Pursuit Group’s 2 minute drill…a quick hit to get you working toward better marketing and sales performance. Today’s topic: How to assess your performance.

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2 Minute Drill: Best Practices to Assess Sales Performance - Presentation Transcript

Best Practices to Assess Sales Performance Barry Rosen
Elements of Success
- EFFECTIVENESS
- Win Rates
- Margin Protection
EFFICIENCY Allocation of Manpower Allocation of Money Speed of Sales Cycle
Effectiveness
- ROI  constant and progressively more customer-specific?
- “ Solutioneering”  innovative solutions for more value?
- Proposals/Presentations  focus on each customer?
Efficiency
- Lead Qualification  look for faster, less expensive ways to qualify leads
- Sales Resource Allocation  process to eliminate low success leads?
- Technology  aware of what is available?