What Sales Process Behavior Charts Can Tell You
Dear Readers, Thank you for the excellent remarks about what process behavior charts can tell you from last week’s blog post. For convenience, I have reproduced the image here (with interpretation below).
Figure 1 - Sales Process Behavior Charts
Looks like while they are closing, they are not also prospecting…and unfortunately I see B2Bs do this frequently. This is by far one of the single biggest headaches that drives CEOs crazy as it adds a degree of variability that hits home where it hurts…in cash flow.
Bingo!
Sales Production Bottleneck
In many companies, salespeople are required to be involved in everything, so they are the bottleneck. Read more
