Having a repeatable sales process means that you can rely on revenue if you have qualified your prospects at a high enough level. Most companies have an informal way of running sales and rely far too much on gut feel as opposed to hard facts. Many companies rely on the old arbitrary sales funnel with the 20%, 40%, 60% way of qualification. Is it the really best way? Isn’t there some thing better?

There is! Make real decisions based on facts and watch your revenues increase. The Sales Academy is a reseller of a multi dimensional sales processes. These measure the accuracy of each sale element, allowing you to forecast with confidence the exact status of the sale and the probability of it happening. Benefits to you include:

• Grow Revenue.
• Better Qualification.
• Increase The Quality of Leads
• Nutbaser – Reliable Sales Forecasts.
• Align Sales And Marketing.
• Develop Effective Channels To Market.

Sales Processes Grow Revenue.

Enhance your companies sales performance by evaluating progress rate throughout a sales cycle. This means that you can easily see what is happening and where you need to concentrate efforts like training or mentoring.

A Sales Process Gives Better Qualification.

By asking the right questions – you will shorten the sales cycle and increase prospect generation.. – means you get very accurate sales cycle feedback. The sales process strategy will assist you in setting realistic and attainable goals for you salespeople.

Increase The Quality Of Leads

The result of a great sales process implementation is the enchanced quality of your leads . It will resulting in an increase in the sales closure rate.

Reliable Sales Forecasts.

All your sales professionals will score each opportunity using a standard pre defined method which means higher accuracy.

Align Sales And Marketing.

Through the implementation of efficient selling processes you will be supporting the company’s sales goals.

Develop Effective Channels To Market

Using the sales process implementation, you will be in the best position to take advantage and leverage the company’s infrastructure and business goals.

By adopting a sales process your sales will improve. You sales staff will never forget to establish and qualify important criteria up front, which means you only work on the sales that are most likely to happen rather than being busy and not see the results.

Having a predictable and repeatable process is not just a nice to have it is an essential. See our two software offerings.

Recommended Sales Process Applications

• Qualified Leads

• Nutbaser

Initially call or email johnb-at-thesalesacademy.com – lets get going and start winning.

Have you considered that not everybody within your sales team may have the skills that are required to be successful. Why would you want average people to represent you? At best they will only produce average results (if you are lucky)!

Organise a Sales Skills Audit and you will know where your strengths are and where training will add the best value.

The benefit of using an outside consultancy is they see team members with an unbiased view. Often, as management, you have been prepared to overlook some of the idiosyncrasies that they display. For some companies they find that their sales team are just not performing at capacity and no matter what they say, you as management feel let down.

A Skills Audit Identifies Your Talent

With The Sales Academy, the boxing gloves have come off and it’s a reality check. With our sales skills audit, we drill down, slice and dice the metrics to see what is really happening in your sales teams. We ask some hard questions, we look at the current results and again provide unbiased opinions of what to expect.

Knowing you have the right staff with the right skills on board right now, will make all the difference to a successful team. Even if you have the right staff in the wrong positions it could be holding you back – the results can be disappointing.

It’s time to re-take control. Contact us now and arrange a sales skills audit, identify the strengths and ramp up the pressure so that sales division starts to deliver quantifiable results where everyone is a winner.

Want more information? Phone or email johnb-at-thesalesacademy.com for more information of how to engage The Sales Academy.

1. Qualify much more effectively – which means you only work on appropriate prospects who have the right profile and could own your product or service. Why waste effort working with prospects that just waste valuable time and resources?
2. Have a single intuitive view of each qualified prospect in your pipeline – which means that you have a consolidated full colour graphical representation of progress and where you salespeople need to focus effort.
3. NUTBASER provides uniform transparency about the subsequent sales activities, thereby enhancing the opportunities and providing information of where you are and what you need to do next.
4. Central access to key information – which means it’s easy to use by you and your staff so everyone sees the same information.
5. Integration with MS Outlook and a variety of CRM systems – which means you can leverage your existing environment and use your existing infrastructure
6. 90% Reliable forecast – which means more accurate forecasts that you can trust based on facts rather than gut feel.
7. A single sales methodology across companies and regions – which means that ALL of your sales people measure their prospect sales cycles the same way regardless of their location.
8. Customisable – which means that it fits 100% within your unique environment. Also salespeople will want to use it because it makes business sense. It provides valuable and accurate information and sales cycle intelligence based on your unique environment and infrastructure.
9. Enjoy more closed sales – which means that you will be well known internally for all the right reasons because you will accurately predict sales cycles that will happen and when they will happen.

Why You Will Want To Buy NUTBASER

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Experience shows that one of the greatest weaknesses of sales teams globally is their inability to forecast accurately. Given that the real underlying cause is poor or insufficient sales process qualification it shouldn’t be surprising. It’s not uncommon to have the ‘dead certain’ opportunity fall off the forecast towards the end of the sales cycle because sales qualification was either misunderstood or never properly qualified both at the beginning and during the sales process. This is why people should use a single methodology to forecast their sales rather than allowing differing methods of sales qualification within the team.

If you already use CRM, NUTBASER integrates with the following CRM systems;

• Navision
• Microsoft CRM
• Salesforce
• mySAP

Don’t Leave Your Sales Process To Emotion – Use Hard Facts

It’s strange that today emotion still plays the major role in so many sales cycles. Salespeople are naturally ‘bullish’ about their forecast capability and will always ‘blame’ it on others when things go wrong. Emotion is impossible to measure as it’s created during conversations with prospects. However, hard facts are always present and it depends on your questioning skills to ensure that you ask appropriate questions at the right time.

Challenges Of Forecasting Remote/International Sales Cycles

For many companies who enjoy a worldwide exposure, getting qualification and sales forecasting right is a nightmare. Again, forecasting a similar sales opportunity seems to be measured completely differently in one country when compared to another. It’s not just abroad though, it’s the same on a regional and branch basis. Wouldn’t it make sense to have all the salespeople reporting in a structured universal way so you really do have an accurate comparison?

The solution to this is to have a repeatable sales process methodology that fits your unique environment. It also means that you have to disassemble the sales cycle and understand what the buying and selling process should be.

Why Use A Multidimensional Sales Qualification Process

Using a multidimensional approach to sales qualification means that you can easily check that both the right client profile and certain key buying criteria are present, otherwise sales opportunities will not even reach the sales forecast. Coupled to this there are a variety of different conditions that have to be present and you can decide just how important they are.

What Are The Benefits Of A Sales Process Application?

The most compelling reason to purchase right now is that you will have a formal unbiased approach to sales that deals with hard facts and translates into more closed sales and accurate sales forecasts.

Secondary benefits also include the team using the same qualification approach, the team using hard facts rather than ‘gut feel’ and you being able to measure the effectiveness of each sale.

Take a look at some of the screen shots and after that you will want to contact us for an online demo. We know that you will be ‘wowed’ and will want more because it works and is in many ways the backbone of effective selling.

If you don’t believe it, talk to our customers!

Need more information now? Email johnb-at-thesalesacademy.com for more details or phone .

Having a predictable and repeatable sales process is not just a nice to have it is an essential.

NUTBASER With NUTBASER you can discover the benefits of a “methodology” with a software package designed to integrate with MS Outlook and your CRM. It consolidates facts to help you close more business. This is for companies that may have multiple locations here or abroad and want a total sales opportunity management system. Click here to discover more!

QUALIFIED LEADS QUALIFIEDLEADS is our entry level sales qualification process that you receive once you have attended our two day sales process course. This is an entry level “sales methodology” deliverable and suitable for the small organisation where you may not even have a sales manager/director. Follow the link for more details.

Initially contact or email him at johnb-at-thesalesacademy.com

Overview Of QUALIFIEDLEADS

Have you ever wanted a simple but highly effective sales qualification process to help all of your sales executives accurately qualify and forecast sales opportunities?

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QUALIFIEDLEADS is The Sales Academy’s easy to use and implement sales qualification process. Typically, most companies only check a subset of what they should or could when qualifying prospects. All too often it is not just inexperienced salespeople who do not qualify effectively as seasoned ‘big hitters’. Now it’s easy to solve this dilemma with a quantifiable/measurable sales process.

Remember the old way of qualification? It was based on intuition and the ‘feel good factor’ but unfortunately, this is no longer sustainable for closing sales. This is also dangerous and it means that there may be several sales cycles that are actively being undertaken that fundamentally should not be because they will never happen! Why – because prospects may not have ALL of the criteria required to become a customer/client. It may be that they do not have an appropriate budget or that sales simply do not understand the prospects purchasing process or a multitude of other additional reasons. This can and does play havoc with technical and management resource planning, as well as waste valuable time for sales executives who should only be working on opportunities that are really going to happen.

QUALIFIEDLEADS is totally customisable for your unique environment. We appreciate that ‘one size does not fit all’.

QUALIFIEDLEADS comprises of 70 position/stage multi dimensional qualification process that drills down to provide an objective score for each aspect of your sales cycle. What’s more progress can be managed easily through a traffic light system graphics. You can easily see which areas of the sales cycle need attention and the associated actions that have to be undertaken. We also have a weighting system that can be customised to push each of the 14 sales elements and ensure that you can accurately predict of the health of your sales cycle.

Who Should Attend

This course is aimed at all salespeople, sales management and executive management who want to increase their qualification effectiveness and be able to forecast more effectively.

What’s In It For You!

Once implemented you no longer have to rely on ‘gut feel’ as you start to rely on the ‘hard facts’ which means that you also start to accurately forecast revenues with certainty. Benefits are obvious and having a measurable process rigidly enforced means that you are absolutely aware at every stage of the sale as to what action is required to move the sale on to a successful conclusion.

Adopting this sales qualification approach means that you can rely on subsequent sales forecasts and quantifiable revenue.

Lastly sales cycles will be greatly reduced because the adopted approach means that a multi dimensional qualification model is employed resulting in better information that translates into more qualified sales opportunities.

Training Course Includes

Typically, the qualification training and customisation of QUALIFIEDLEADS takes just 2 days. We ensure that you understand the impact of QUALIFICATION and we work with you to customise the QUALIFIEDLEADS process to ensure that it makes sense for your unique environment. QUALIFIEDLEADS is based on MS Excel and can easily be changed for different products or services.

Trainer

Mike Palman

Mike Palman, our Managing Director, personally built highly effective sales teams for many years. It became obvious to Mike that by ensuring that all contracts closed when he said they would meant that global executive management left him alone!

Since the mid 1990’s Mike has had a passion for systems that help to predict sales success. QUALIFIEDLEADS is the latest version of a easy to use system that helps enormously to QUALIFY and then subsequently to accurately forecast future sales.

Mike presents this course and explains all the levels of QUALIFICATION and exactly what can be undertaken to ensure that salespeople only work on appropriate sales cycles. Mike’s core belief is, not to work on every opportunity but to qualify in an early stage all the opportunities that have the right characteristics and that could close.

Need more information now? Email johnb-at-thesalesacademy.com or call