Sales Process

Take a hard look at your sales process. Is the process defined? Can the process me measured? Is the process consistent across direct and in-direct sales teams? If the sales process can be defined it can be measured and then, improved. 

The process starts with a lead. Qualifed leads convert to Opportunities. The qualification process should be defined. What does qualified mean? Does it mean the sales guy found a contact that will talk to him or does it mean the sales person found a live project. Use BANT to qualify, Budget, Authority, Need, Timeframe. What is the budget? Who signs the agreement? What is required? What is timeframe? 

Simple, easy questions. Question to be made elegant with salesmanship or just asked directly. Too many sales cycles are started, resources engaged, time and opportunity cost wasted on go no where opportunities.  Sales people must ask the questions, and get the right answers.