Identifying the reason why you are not closing more new business can be very difficult. Lack of closing skills is rarely the cause. The problem could be related to any of the following:
- Are your sales people as motivated as they could be? If not, why are they unmotivated?
- Don't really know whether your sales people are engaging in an acceptable level of sales activity? What is acceptable anyway, compared to industry norms?
- Is there something essential about sales strategy or sales process that you don't know, that is impeding your success?
- Are the prospects not buying because your product strategy isn't spot on? Is your product design and product positioning right?
- Are you trying to sell to exactly the right people?
- Are you spending sales time on unqualified opportunities that aren't closing because they just aren't very good prospects?
- Do your sales people know how to close properly?
Equinox Sales Diagnostics enables you to quickly and inexpensively determine the factors that are impeding sales. The Diagnostics tool defines the characteristics of top performing sales organisations, rates you against those characteristics, identifies your strengths and weaknesses and then provides a plan for systematic improvement. If you would like to know more, please register your interest below.
