From the course: Sales Discovery
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Our job as sales professionals
When analysis are prepared for our businesses, there are a few that every sales manager reviews. I can guarantee that I'm not alone in admitting that my eyes go to the end of the sales pipeline and review close rates. This is where the revenue is and it's focus is on the success or disappointment of our efforts. I then move back to the beginning of a pipeline to an equally important calculation, the leads to close ratio. I can't think of a better example to illustrate the importance of the sales discovery call than this ratio analysis, to ensure we're feeding the pipeline with healthy, qualified prospects. Every company and sales manager wants their staff to improve their technique and to increase revenue. There are a number of aspects of sales discovery we can review but it is our job as sales professional to regularly seek feedback to enhance our skills. Here are five that I think should always be on your list.…
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