1. Sales Consulting Firm
Focused exclusively on Sales Force Effectiveness
Leverages the benchmarking method to generate client results

2. Sales Process
Assessment

3. Findings

4. Sales Process Problem Statement
Can the sales cycle be reduced to 210 days?
Yes, evidence includes:
• Customer Survey indicates 180-210 days
• Shortest Duration of Close Won
opportunities = 225 days

5. Sales Cycle Length Root Cause
Sales Cycle and Buying Cycle out of alignment
• Sales Cycle Exit Criteria not aligned with Buying Cycle exits
• Lack of Consultative selling that supports Buyer’s process
• Initial Discussion focused on fact finding
• Early stage assumptions on Buyer’s commitment
• Lack of Risk discussion

6. Sales Process:
Misaligned Exit Criteria
Sales Cycle
Determining Confirming
Opportunity Confirming Finalizing
Prospecting Differentiated Value and Negotiating Closed
Identified Vision Match Mutual Plan
Problems Power
Sales Exit Criteria
First Meeting Pain, Timeline, Discovery, Demo, Reference Close Call
Decision Schedule Summary of Called, Complete,
Criteria, SOE Demo Findings Activant Ask Order
Preferred,
Proposal Review
Needs Explore Resolve
Catalyst Purchase
Recognition Options Concerns
Recognize Clear Vision of Solution Preferred Solution Risks Considered Issue Order
Buyer Exit Criteria
Problem Identified
Buying Cycle

7. Sales Cycle Length --- Includes Stage Reversal ---
Worst Case Stage Duration
200
180
160 2X Best Case duration until
140 Negotiating Stage
120
100 Closed-No Decision
Closed-Lost
80
Closed-Won
60
40
20
0
Prospecting Opportunity Determining Confirming Vision Confirming Vision Finalizing Mutual Negotiating Final State
Identified Differentiated Match and Power Plan
Problems
Worst Case Duration
Determining Confirming Confirming
Opportunity Finalizing
Prospecting Differentiated Vision Value and Negotiating Final State Total Duration
Identified Mutual Plan
Problems Match Power
Closed - No Decision 75 126 86 87 51 61 30 40 556
Closed - Lost 116 187 106 75 57 35 15 15 606
Closed - Won 44 90 97 84 43 42 16 13 429
* Note: Duration for a Stage is the days from Previous Stage to current stage plus days from next stage back to current stage

8. Sales Cycle Length
Best Case Stage Duration
100
90
80
70
60
50 Closed-No Decision
Closed-Lost
40
Closed-Won
30
20
10
0
Prospecting Opportunity Determining Confirming Vision Confirming Vision Finalizing Mutual Negotiating Final State
Identified Differentiated Match and Power Plan
Problems
Best Case Duration
Determining Confirming Confirming
Opportunity Finalizing
Prospecting Differentiated Vision Value and Negotiating Final State Total Duration
Identified Mutual Plan
Problems Match Power
Closed - No Decision 50 47 36 22 19 30 40 244
Closed - Lost 89 30 40 25 15 15 15 229
Closed - Won 85 32 32 24 23 16 13 225
* Note: Duration for a stage is the days from previous stage to current stage.

9. Sales Cycle Length Root Cause
Lack of Visibility
• Stage regression is key contributor
• Managers focused on forecast
• Late stage opps, not early stage trends
• No visibility to stage duration or stage regression

10. Sales Cycle Length Root Cause
Managers unable to correct
• Lack of visibility
• Lack of tools embedded in process to test and
proactively avoid delays
• Corrective action focused on selling activity vs.
buyer needs
• Coaching focused on what not how

11. Sales Process Recommendation
Align Sales Cycle with Buy Cycle
• Activities mirror and support buyer as they progress
through stages
• Customer Driven Exit criteria = Proof of buyer’s
position
• Critical decision points in cycle are proactively
addressed

12. Sales Process Recommendation
Align Sales Cycle with Buy Cycle
• Align Stage Exit Criteria
• Modify Stages
• Job Aides support & accelerate exits
• Sponsor Letter
• Opportunity Assessment
• Call Plans
• Evaluation Guide
• Prospect Risk Planner

13. Sales Process Recommendation
Implement Sales Performance Management
• Move Sales Managers what to how
• Sales Management becomes proactive
• Improves Forecast Accuracy
“Reps forecast based on hope and need
versus reality… 35% accuracy at best.”
- Manager

14. Sales Process Recommendation
Adopt Talent Management for Managers
• Supports adoption and adherence to sales process
• Mgrs report on the business rather than affect it
• Reps engage prospects as business consultants
“No one asked about strategic objectives, but
would have shared with the final vendors.”
- Customer

15. Next Steps

16. Next Steps
Sales Process
• Modify Sales Process to align with Buying Process
• Reduce Stage Count
• New Exit Criteria
• Job Aides
• Training
• Implement SPM
• Talent Management directed at Sales Managers

17. About Sales Benchmark Index
Sales Benchmark Index provides sales consulting services to leading organizations across the private and public
sectors. These companies are seeking to increase their rate of revenue growth. Unlike traditional sales
improvement approaches, such as software implementations or skills training, we offer superior value because
we rely on the benchmarking method to deliver results. This method of sales consulting allows for results to be
delivered quickly with little organizational disruption. This is accomplished through the use of best-in-class
diagnostic tools and solutions that are supported with verifiable truth. Each project is executed by the most
experienced team of advisors in the industry.
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