| Sales Cycle Reduction Equals Sales Acceleration. What | | | | accelerate their sales. |
| would it be like if you could reduce the time it takes | | | | If your company is suffering from a long sales cycle |
| you to close orders from new customers by 10, 20, | | | | and it feels like longer than it should be, now is a |
| or 30%? Think about how a reduction in your sales | | | | good time for you to pull your sales team leadership |
| cycle could lead to rapid improvement of your sales | | | | together to meet with a sales pipeline development |
| results and your revenue generation. Many companies | | | | consultant to analyze your sales process and look at |
| neglect to take time to analyze their sales cycle and | | | | the typical steps in the process and what the delays |
| look at ways to reduce it...which can be done by | | | | are associated with each step... particularly as it |
| more clearly defining their sales process and looking | | | | relates to customer decision making, but also as it |
| for areas to eliminate lengthy steps or delays. | | | | relates to internal process steps that you can reduce. |
| Best in class companies are constantly analyzing their | | | | If you pull your team together and brainstorm on |
| sales cycle and their sales process to look for areas | | | | each of the different aspects of the sales cycle and |
| of duplication of effort, missing links in the hand off | | | | how to reduce duplication and reduce delays, you'll |
| between marketing inside sales and field sales. The | | | | find that you can probably come up with some |
| development of sales tools to improve their sales | | | | improvements relatively quickly that could easily |
| process and also looking at improving the qualification | | | | improve your ability to close deals faster, focus your |
| so that they are only working on customers who | | | | resources on more qualified prospects, and win more |
| truly have the best opportunity to buy from them. | | | | proposals. Think about sales cycle reduction as one |
| These are just some of the things that great | | | | of your strategic initiatives in 2006. |
| companies are doing to reduce their sales cycle and | | | | |