November 23, 2008

Top 5 Priorities for Winning Sales Orders

We have been asking managers about their challenges and priorities in
terms of sales prders and boosting win rates.

Here are the top 5 challenges:
1. Revenues falling short of target
2. A 'sure thing' deal(s) is lost
3. Win rates are 'below par', or falling
4. Too many opportunities are stalled or 'in the valley'
5. Order size, or profitability needs to be increased

Here are the top 5 Priorities:
1. Involve the customer in creating the proposal
2. Avoid surprises - trial balloon price and other aspects
3. Go back to the start with stalled decisions
4. Get feedback before submission & post submission meeting
5. Track conversion rates & analyze lost deals

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