The lost art of maximizing sales productivity. Yes, that's the ability to qualify a sales opportunity properly. Most sales professionals who aren't where they want to be in their career are exactly where they deserve to be. If they would just go back and look at their calendar the truth shall set them free. What is the truth? The truth is that most sales people waste 75% of their time with people who never intend to buy anything, or buy anything specifically from them. Successful people in sales influence opportunities, poor sales people participate in opportunities. How can you better qualify a sales opportunity? Here is a quick checklist of items I look for prior to investing significant time with anyone, or any company regardless of who they are. Remember, its never a good idea to go whale hunting with a toothpick.
1)Finance- Do they have the funds approved and are you talking to the person in the organization that signs the check.
2) Business needs- Are you talking to the person who wrote the requirements and will use the product or service.
3) Legal- are you talking to the person who will sign the contract or review the contract.
4) Key Influences- Have you found the wild card yet. Do you know if anyone has the power to internally manipulate the decision.
5) How many companies are involved in the proposal process. If it's over three you better have a DANG good reason why you're still around. Justification for not wanting to go prospect to find a new opportunity doesn't count.
6) What are the criteria for the decision?
7)Who is the competition?
There are several more questions, but if you answer these honestly you will be able to measure your odds.
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