15 questions to help your business determine the focus for your sales activity.

Do you have a sales department? Here are 15 questions to help change your sales force from sales takers to sales makers:

1. How much time are you investing in new business a day?
2. Is the total revenue and the sum of your clients’ budgets growing more slowly than in the past?
3. Will growth levels come from present client budgets?
4. Where will growth come from?
   More frequency of purchase
   More volume of each sale
   More value? Up sell/or cross sell?
5. Will growth have to come from new business won from competitors?
6. How do you sell to prospective clients?
7. What’s your process?
8. How do you find them?
9. How do you win them?
10. How do you prioritise sales calls?
11. How is a sales call pre-qualified, (telesales/email/CRM)
12. How long is spent face to face?
13. What is your conversion rate?
14. Is the sales call to the final decision maker?
15. Who is the primary decision maker, how are they managed?

ROI marketing can help improve the performance of any of these sales metrics.

Marketing can speed sales, pre-qualify and build loyalty once you’ve made a sale.

In the past business owners were frustrated by an inability to measure what worked and what didn’t. Today there are tools and technques to enable you to measure the return on your marketing investment.