50% of sales time is spent
on customers with no potential
This figure reflects a real problem of alignment between a company's sales strategy and the actions of its sales people.
So how do you build a sales action plan tailored to your strategy AND your teams?
KEY No. 1: Where do we start from?
As an executive, director or manager, you often think you know your business inside out, and don't need to draw up a balance sheet to define your future sales action plan. But this is a mistake!
Taking stock of your organization is an essential step in ensuring that your plan is consistent with your company's resources and performance.
We therefore strongly advise you to carry out this introspection phase before defining your plan's targets, actions and sales cycle!
If the inimitable " SWOT " method bores you, discover the " SpeedBoat " method!
Using the image of a boat, you identify your organization's objectives, resources, motivations and obstacles:
Our advice: carry out this exercise with your teams to develop your collective intelligence and get your staff on board!
But this price of hindsight can prove complex for people inside the company.
The presence of an outside eye helps to frame this retrospective and reveals new elements for analysis!
That's why at Kestio we begin our support by carrying out a diagnosis of your sales organization .
In direct collaboration with you, your Kestio expert has provided your practices through various interviews, questionnaires and data analysis.
The result: the identification of your sources of growth and your areas for improvement, and the development of a personalized program to activate these levers!
KEY No. 2: How do we get there?
A "Business Flow" is a tree structure that can be used both collectively and individually, to link and compare the implementation of your actions. In other words, it's the route to your goal!
What's new?
This simple yet powerful tool allows you to define your main objective, which will be divided between the development and retention of active customers and the development of new customers.
For active customers, it will be interesting to focus on :
- Income from current projects
- New projects
For new customers "Business Flow will enable you to make assumptions about the number of leads from the various acquisition channels (to be adapted according to the channels you use):
- Online inbound leads
- Prescriber leads
- Inbound network leads
- Incoming recommendations
- Inbound lead generation campaigns
Why use this tool?
KEY No. 3: expert advice
