Revenue Scale Up Program when sales are below target
The product is done. Sales have started, but are disappointing.
"If we had twice as many salesmen would we have twice the revenue?"
Don't waste money trying more of the same, harder. First ask:
- Is the market real?
- Does the product fit?
- Are we using the right sales channels?
Our methods get the answers to these questions fast. Then we develop
the right sales process and scale it up.
Causes of weak sales, and what to do…
Product doesn't fit a real need, or market is small.
Very bad news, but better to find out quickly and limit the damage.
Scale the business to the opportunity, or close it down / sell it
off.
A few missing "must have" features
Not as bad, but sales will be limited until missing features are
added
Identify segments that will buy "as is", qualify leads
rigorously
Sales process not yet right: channels, pricing, deal structure,
sales tools, value proposition not well articulated
Identify the first segment in which to become market leader
Develop the right sales process, then scale it up
Keep revenue flowing!
Tuning the sales process…
Identify the best segments to target first, then develop the sales
process:
- The product may be fine, but does the team know how to sell it?
- Sales channel mix
- Sales cycle steps and timing
- Lead generation
- Sales tools - presentations, demos, literature, website
- Pricing and deal structure.
Be sure that if you hired a new salesman, you could you teach him:
- How to qualify a good prospect
- The language the customer uses to describe his need or problem
- How to describe your solution so the customer sees the benefit
- Economic benefits and justification
- How to beat the competition.
How we work Engagement structure
Contact us to discuss your needs.
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