8 Great Ways to Increase Sales Capacity Without Adding Salespeople Barry Rosen

1. Define your process Qualifying Stage 1 Stage Goal Prospect Role Contact Channel Tools Move Trigger Discovery Proposal & commitment 2 3 Closure & intake 4

2. Stop using salespeople to qualify leads Inside Sales Alternate Source Call Center SALES Qualified Leads

3. Take “administrivia” out of administration Most companies over-report Most reports are under-read Trim reporting to the vitals

Most companies over-report

Most reports are under-read

Trim reporting to the vitals

4. Check your sales territories Shrinking territories Reps underutilized Growth territories Reps do well Uncovered opportunities Territory management technologies

Shrinking territories

Reps underutilized

Growth territories

Reps do well

Uncovered opportunities

5. Address the travel monster 21% of sales rep time Territory analysis Sales training Online collaboration Web conferencing

21% of sales rep time

Territory analysis

Sales training

Online collaboration

Web conferencing

6. Clean out the funnel Re-qualify unknown or outdated leads FUNNEL CHECKLIST __ Have we had contact in the last 3 months? __ Have we verified the decision-maker(s) identity? __ Do we know identify of their current provider? __ Do we know when their contract expires? __ Have we identified key issues?

Re-qualify unknown or outdated leads

7. Focus on “moments of truth” Presentations RFPs Proposals Proposal building technologies

Presentations

RFPs

Proposals

8. Remember current customers Devote selling resources Customer growth

Devote selling resources

Barry Rosen The Pursuit Group, Inc . E-mail: [email_address] Phone: 866-4-PURSUE Web: www.thepursuitgroup.com

Barry Rosen

The Pursuit Group, Inc .

E-mail: [email_address]

Phone: 866-4-PURSUE

Web: www.thepursuitgroup.com