You have been given an opportunity to develop a new sales market or expand an existing market. You also have an aggressive revenue target and P&L responsibility. Time is short and you need to provide sales results. Do you have a plan to reduce your sales ramp-up-time and demonstrate your ability to grow the business? So far you have . . . Mapped out your sales territories, roles and responsibilities Created your individual sales quotas Refined your sales processes and the service level requirements Developed your sales collateral and client presentations Identified a good CRM tool to help support the client engagement    process Recruited the sales talent you need Finished your product/service and sales skills training Developed your sales metrics tools Refined your elevator pitches and client value propositions Created your internal sales support system It sounds like you have done your homework. Are you ready to hit the street?

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Ready-Shoot-Aim

What is missing?

You don't want your expensive sales talent spinning their wheels by calling on the world of suspects. A shotgun approach will not give you the fast ramp-up-time you are looking for. What is needed is an effective prospecting methodology that will help you identify the potential buyers whom you want to sell to. Investing the time to create an effective suspect/prospect filter and prospecting program will reduce your sales ramp-up-time and improve your sales results.

Next Steps for creating a successful sales prospecting program

1. Create the numbers: determine the number of new sales you need per month. Be on the conservative side until you can prove your numbers. Now, determine the number of calls required to get the appointments, prospect proposals and sales you need in order to achieve your sales goals. Make sure that your sales metrics are aligned with the numbers.
2. Evaluate your client value proposition and use it to develop a list of the characteristics which will help you determine if a company is a good match for your goods and or services. You will also want to create a profile for the type of customers that are good for your organization.
3. Develop a pool of suspects using internet tools, investor publications, credit reports, old client lists, purchased lists, trade journals, the internet yellow pages or other tools you have available.
4. Apply your suspect filter criteria to the suspect pool to identify your best suspects/prospects and add them to your CRM tool for follow up.
5. Make sure that you have enough prospects in your funnel to accomplish your sales numbers.
6. Continue to refine your filter as you get feedback from prospective clients regarding your value proposition.
7. Once you start closing deals, use referrals and third-party-testimonials to accelerate the sales process.

Now you are ready to go!

Ready-Aim-Shoot

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What is YOUR sales Challenge? Ask Max the sales questions you want answered. Ask Max.

About Sales Focus Inc. Sales Focus Inc. is a consulting, training and outsourcing company that focuses strictly on sales. We help our clients during these difficult times to take business away from the competition. In down economic times, focused companies will not only survive, but also thrive! We offer cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions.

Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Specialized Training Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE.

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