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Creating the Perfect Sales Funnel and Sales Pipeline

Creating the Perfect Sales Funnel and Sales Pipeline

‘Perfect Sales Funnel and Sales Pipeline’ – Huge Untapped Potential

Think about that. Look at what ‘perfect actually means…in this instance it means being able to rely on the sales funnel and sales pipeline to produce the quantity and quality of orders you want, when you want them.

Having got that out of the way, let’s look at the how…

Remember this,

Rubbish in = Rubbish out.

This is especially true with regard to your Sales Funnel and Sales Pipeline.

Apply this to the quality of leads and prospects entering your sales funnel and sales pipeline and you’ll see the real cost of chucking anything with a phone number in your sales funnel and treating it as a lead. Check this post out if you’re unsure about what you should be putting in your sales funnel and sales pipeline – How to Identify the Perfect Sales Prospect

I speak with many sales leaders, who have many thousands of leads on the CRM, and that’s great…

That’s what CRM’s are designed for, to house data and keep it as a working asset.

Asking further about the extent of penetration, I’m often told 5-15%.

Plus, the CRM will house data that’s as old as the company. Never been cleaned. Over farmed in many areas and never looked at in others.

Do you know what cash is stored in that asset? It could be pure gold, it could be absolute rubbish. The problem in, there is no way to quickly find out.

But find out you must. It’s the start of the journey…

Or, if you don’t have a CRM system and a reliable and predictable source of great orders, super customers, high profit transactions, you should simply download our free information pack on how to get started.

Here’s the link – send me information on The Sales Game Changer System

Why is the Sales Funnel and Sales Pipeline So Important?

There is a distinct and direct relationship between the creation and management of your sales funnel and sales pipeline and the success of your sales team.

FACT.

Having clearly defined protocols around this key area, I know there are many very positive revenue generating outcomes and paybacks associated with spending time on creating a perfect sales funnel and a robust sales pipeline.

Conversely, you not having a clear and defined strategy for creating and managing this very valuable sales asset is one of the key reasons why you’re not getting the sales results they need.

Common symptoms associated with poor sales funnel and sales pipeline management are:

  • Inaccurate sales forecasts
  • Peaks and troughs in sales
  • Static market share
  • Low level growth or even business contraction
  • Poor cash flow
  • Extended trading/excess overdraft
  • Poor sales conversion rates
  • High discount levels
  • Inconsistent order values
  • Shrinking order values
  • Inability to get rolling sales forecasts from the sales team
  • Business instability and uncertainty
  • Competitor growth

None of these circumstances are great for any business.

Many of them will easily put a business in a critical and terminal trading position.

It need not be that way.

In fact, if you’re prepared to change how you regard the key area of sales funnel and sales pipeline management, the difference is almost instantaneous, there is an extended list of benefits associated with you getting very serious about this key business area, including:

  • Increased sales conversion rates
  • Better quality customers
  • Bigger orders
  • Stable average order values
  • Reduced costs associated with order acquisition
  • Shorter sales cycles
  • Reduced discounted sales
  • Stronger margins
  • A higher level of accuracy in the sales forecast
  • Greater business confidence
  • Better business planning options
  • Competitor decline

Your careful management of the sales funnel and sales pipeline is one of the two key areas that can rapidly improve the sales performance of any team or any business.

You’ll find it’s an area that’s often over looked and an area that’s left to the whim and will of the passing sales people and sales management.

Your CRM, your sales funnel and sales pipeline are a huge and very valuable business asset, yet it’s often the most under utilised asset in any business.

Plus – if you think spending a huge sum on a CRM system is the answer – think again. That’s the equivalent to buying a Ferrari and only using it to pop to the gym….you just wouldn’t do it, would you?

Find out more about how you can solve this problem by downloading this information pack, and find our what you can do to create a sales funnel and sales pipeline that gives you the value of orders, profits and turnover you want, when you want them.

Here’s the link The Sales Game Changer System.

Download your information pack here and find out how you can start the application process to dramatically boost your sales results and business performance.

Alternatively – call for a confidential chat – 0779 002 1885 or email carol@mortonkyle.com

You can also download our FREE Sales Improvement Guides – instant download

 

Increasing Profits – Free Guide

Increasing Profits – Free Guide

Increasing Profits – This doesn’t happen by accident.

Likewise, your business performance doesn’t happen by accident. There are a whole host of factors that determine how much money you make, or don’t make.

You control, in the main, many of those factors.

Or you could. If you wanted to…do you?

Your Guide to Increasing Profits

Only Dead Fish Go With The Flow…that’s true.

Swept along in the current, with all the other fish, dead, alive, barely breathing.

You might be in the same position in your market, dragged along by competitors, customer expectations, industry practice.

Doing what the rest of your market does, because, well, that’s just how it is.

It need not be like that for you…find out how to escape the profit restricting confines of your market by downloading your free report now – instant access here – Only Dead Fish Go With the Flow – Your Guide to Increasing Profits

The truth is – if your business is not creating a playing field that favours your product, service or solution, then you will be losing turnover, orders and profit when you don’t need to.

If your’re not winning the sales game…you need to change the rules!

When your prospects determine that your business offers exactly the same as your competitors do, then your business results will be pegged at the same level as those of your competitors, and increasing your profits, prices, market share will be a constant battle and one you’re more than likely to lose.

You see, customer perception is everything.

Discover How to Change Your Prospects Perceptions

Download your copy Only Dead Fish Go With the Flow – Your Guide to Increasing Profits to help you address this very issue.

It’s a step by step guided process to help you build a set of KEY market differentiators. That way, your prospects, customers and clients identify you as being positively different from the rest of the field.

That means lots of great things can start to happen for you.

Get noticed for the right reasons. You’ll be able to create clear blue sky between you and the competition and you’ll be able to reflect that in the prices, profits and even the types of clients you engage with.

Plus…your business performance will no longer be dictated or restricted by your competitors.

So, next time you hear yourself saying that you can’t increase your prices or your profits, because the market won’t let you.

Just remember, if you’re not happy with the results your business achieves – orders, turnover, profit, volume or any other factor, even customer type…then it’s because you’re in the wrong market…and selecting to stay there.

Change the Market Conditions – Change the Results

Don’t be a dead fish….

Here’s the link, you can download your free copy now, if you’ve any questions, simply give me a call or let me know…

Only Dead Fish Go With the Flow – Your Guide to Increasing Profits

Plus claim your free subscription to The Advanced Business Achiever.

For instant downloads of our range of sales improvement guides – here’s the link – Free Sales Improvement Guides

Sales Key Performance Indicators to Improve Sales

Sales Key Performance Indicators to Improve Sales

Sales key performance indicators are the gears, the accelerator and the brake in your business.

But only if you’re using the right KPI’s because

honestly….most of them totally useless, and that means you’re in danger of heading in the wrong direction, fast.

The Very Valuable Sales Key Performance Indicators

There are a set of sales key performance indicators that when measured, monitored and managed can revolutionise the sales results.

Real time.

You need not do anything in the sales team at this stage, just revise the sales key performance indicators your review…you’ll be surprised at the story they tell you. You’ll also be equally surprised by the impact you can have by some key interventions.

The ‘how to’ is all detailed in the free report you can download here The 7 Sales Metrics You MUST Measure, Manage and Monitor.

Yes, just focus on these 7 vital sales key performance indicators and you’ll be able to change the sales game whilst the game is still in play.

What Sales Key Performance Indicators Matter?

What often happens in sales offices is that the day gets reviewed on an ongoing basis with the final score being tallied at the end of the day….when the scores can’t be changed.

If that’s happening in your office or team, don’t worry.

You’re in great company. Some firms don’t even do this until the end of the month, and even then they wait ANOTHER two weeks for the results to be reported.

Change the game while it’s still in play. Change the sales results while you still can.

That means you need to know the absolute key sales metrics to watch and influence…maybe not minute by minute, that all depends on the type of sales business you’re in.

Sales key performance indicators are vital to the success of your business. You don’t need to watch every single one – just these 7.

Discover the Sales Key Performance Indicators for your business

Download your free report now – just follow this link The 7 Sales Metrics You MUST Measure, Manage and Monitor.

Here you’ll discover which 7 sales key performance indicators you should focus on and what to do to improve your sales results using these metrics.

It’s the fastest way to get up to speed with how to improve your sales team performance without doing anything in the team other than counting the sales outputs that matter to you.

Download your free copy now – here’s the link The 7 Sales Metrics You MUST Measure, Manage and Monitor.

You can also start your free subscription to The Advanced Business Achiever

You can also check out some of our other reports here…

How to Generate High Quality Sales Prospects

10 Steps to Out Sell the Competition

How You Can Increase Profits by Avoiding the Commodity Gap

How to Fill the Diary with High Quality Sales Appointments

How to Recruit the Best Sales Talent into Your Business and Reduce the Costly Risks

I Want to Fire the Sales Team Today, NOW!

I Want to Fire the Sales Team Today, NOW!

‘Carol, you need to help me, I want to fire the sales team today…..’

I’ve answered quite a few telephone calls over the years that all start the same way…

Some of them were genuine requests, they really did want to fire the sales team and we sorted those out.

Some were pure venting…and I handled those too.

And a few were from people who had actually had enough, end of their tether….

Fire the Sales Team Today! At some point, it’s kill or cure time

In fact, if you decide it’s a call you need to make to anyone at any time, then I hope the lucky recipient would advise you to look at one last attempt to cure before you go for the kill.

Anyway, that aside, you and I will have, at some point, walked through the sales office, sat in on a sales call, overheard a sales conversation taking place, or seen a sales email that have made us think the sales world has gone mad.

Truly bonkers!

You’d have wondered what type of people you’ve employed, what they’re thinking and how drunk are they…and may be a few other choice reflections…

If you’ve ever found yourself in that position, or fear it’s only a matter of time…you can download this free report now…BEFORE you get to the stage where you want to fire the sales team

If You’ve Ever Wished Your Sales Team Would All Go Work for Your Competitor.

This an insight into what you might do as one last ‘cure’ attempt…before you call HR and wash your hands of the whole team…

But, ideally, it’s worth reading before you get to the stage where you want to fire the sales team…

It’s a run down of some of those things you’ll hear that make you want to update their CV’s for them, send their CV’s out and even coach them through the interview process…BUT, let’s not throw the baby out with the bath water here…

You’ll gain insights into how you can coach them to be the sales team you’d love them to be, give you some guidance on how you get them to look at how they behave in their sales role, as well as giving you some short cuts to boosting the sales teams performance.

I’m not saying that downloading If You’ve Ever Wished Your Sales Team Would All Go Work for Your Competitor is your natural vaccination against ever waking up and thinking ‘I want to fire the sale team’…but it might give you a bit of breathing space before going into battle with Human Resources.

After all, Fire the Sales Team? Prevention is better than cure.

Just hit the link for instant downloads of any of our FREE Sales Improvement Reports

Recruit Great Sales People – Minimising the Costly Risks in Sales Recruitment

Recruit Great Sales People – Minimising the Costly Risks in Sales Recruitment

How to Recruit Great Sales People

Recruiting the very best sales people for your business is the single most effective and efficient way to maximise your sales and business results.

FACT.

There is no short cut to running a great business but having great sales people is as near to a brilliant short cut as you can get.

Recruit great sales people, and many of the worries that plague your competitors are gone.

Get it wrong, and you’ll be dragged backwards and, often, expose the business to huge financial risk and brand damage.

But, it’s a costly and a high risk activity. You are, after all, dealing with the most unreliable product in the history of the world – people!

So, I’m sure you’d agree,  it’s worth taking some time and some thought over the process if it means you minimise those risks, save money and time, especially if you know it will lead you to be able to recruit great sales people.

Everything you need to know about how to recruit great sales people is here:

Download your free report now – just click on the link for an instant download – How to Recruit the Best Sales Talent for your Business.

It cover s two big areas of sales recruitment and is devoted to helping you to recruit great sales people with little or no stress, and with minimum risk.

The 2 important areas covered are:

1. How to build a pipeline of great sales talent for your business

2. How to ensure, once you start interviewing the sales candidates, that you use the most robust and illuminating sales interview process that is available to you.

I wrote this book because I see the following things happening in too many businesses when they start to think about recruiting sales people, and it’s all these things that stop them from achieving their target to recruit great sales people:

  • Rushed sales recruitment processes – taking the best candidate that shows up on the day.
  • Deciding to take the sales person with the best address book, regardless of the other attributes needed.
  • Recruiting purely based on skill and not on attitude.
  • Using out dated competency frameworks that fail to recognise the changes in the role of sales person.
  • Not testing the sales persons problem solving and critical thinking skills.
  • Making the recruitment process to short with a heavy reliance on ‘gut reaction’.
  • Recruiting in the same mould as the existing sales team.
  • Not talent spotting, and encouraging the whole business, to talent spot any great sales people in other sectors, industries

Not all risks are inevitable when you recruit great sales people

Now, you may commit all or some or none of these during your sales talent scouting and sales recruitment. The point I’m hoping to get across is that even though sales recruitment is high risk, high cost and time intensive there are many things that can be done to ensure the costs, risks and time are minimised, simply by making a few simple, and longer term, changes to the sales recruitment process and interviewing and screening stages.

I hope you find this report useful, some of my client firms have downloaded it and passed it around their colleagues in the sales recruitment team, I hope you can do the same.

We’ve all either experienced or heard of the horrors involved in recruiting the wrong sales person. You and I both know the difference a great sales team can make to a business…

Let’s seek out the very best sales people possible because with great sales people anything is achievable. Recruit great sales people and life is easy…

Download your copy now – How to Recruit the Best Sales Talent For Your Business

Plus you can start your free subscription to The Advanced Business Achiever

Hit this link to check out our instant download FREE Sales Improvement Guides