Qualification for sales growth requires three key areas of your organization to be consistent and have a defined discipline of execution that adheres to your overall revenue process. When developing a revenue process, an organization must take the time to evaluate your Strategic Plan, your Client Relationships, and your Client-Facing Processes.
When companies hear the word qualification, they quickly evaluate only the client facing process. This is not a bad thing, but it is not complete and leaves your organization vulnerable to lost deals, long sales cycles, lower deal sizes, and the inability to compete with larger companies. The second thing companies fail to do is spend quality time on the execution activity. Most sales managers will ask their salesperson qualification questions, for example, do you know who the decision maker is? The sales person says yes then they move on as if a relationship with decision maker has been established. Qualification states “an accomplishment that makes something suitable for action or activity.” Therefore, the question for Qualification should be, have you met with the decision maker?
Companies today have addressed the need for qualification by buying a CRM system and letting the CRM reporting be the discipline for Qualification. This approach will only organize the inconsistency of your sales process and will not move meaningful opportunities through your pipeline. CRM systems can capture information and move an opportunity through different gates, but companies do not spend the time to develop meaningful criteria for each review gate and process for movement. Causing much fluff in your pipeline and investing money and resources on non-value opportunities.
If a company decides to have repeatable revenue growth, then a conscious decision must be made to create an environment that stating the actual/true condition of an opportunity is not a negative. Too many sales and senior managers only want to hear the good news and create an environment that chastises a person who tells the real circumstance. Qualification needs to be an open and honest discussion allowing ideas to flourish that will improve your chances to win. So how can an organization create that environment?
The need for consistency and the ability to measure the progress of activities moving through the revenue growth process can be accomplished with the following FHS Associates Qualification tool. This tool has a proven track record for over 30 years of success in positioning winning deals of all sizes. The key to the use of this tool for a successful outcome is, to be honest, and favor the lower score when the answer is in question. The tool is designed to recognize all three key areas necessary to establish a superior competitive advantage.
For businesses to accomplish successful B2B sales in today’s environment, companies need to concentrate on three distinctive areas. These three areas include connecting your overall business strategy with the correct targeted customers, establish client relationship plans that are meaningful and sustainable, and drive a consistent discipline that solves client’s problems and creates a reward for your company.
The FHS Associates Revenue Qualification Tool provides process rigor to ensure there is Sales Alignment to the Business Strategic Intent, maximizes the Relationship Dynamics Effectiveness, and enhances Revenue Attainment Success Probability. The FHS Associates Revenue Qualification Tool uses our methodology that complements and strengthens CRM sales processes embedded in tools such as SalesForce, SAP, Oracle, Microsoft and can be modified in any CRM process your organization uses.
1. An Excel-Based Macro-Enabled Tool that leverages a proven Business Growth Methodology
2. Instructions and useful tips on how to maximize sales effectiveness
3. This Tool has helped enable extraordinary win-rates delivering several billion dollars sold in contract value
Click the “Purchase Revenue Qualification Tool” button and you will be directed to Paypal to purchase with an existing PayPal Account our a as a PayPal Guest Checkout using Visa, American Express, Discover, or Mastercard. You will then receive and email confirmation from notifications@fetchapp.com with the instructions to download your digital content.
FHS Associates has a proven methodology called S-R-Squared which assist organizations to take advantage of #SalesDiscernment and improve its overall impact. For more information on how to take advantage of S-R-Squared go to www.fhs.associates and schedule a discussion.
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