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In order to monitor success, it is
imperative to perform an analysis of your business before any changes occur.
Such analysis will determine:
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The
length of your sales cycles (both actual and desired)
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The
efforts and costs required to close an order
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How many leads are required to close an order (leads vs. sales)
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What the annual sales expectations should be for a single sales rep
Once completed, this “benchmark”
can be used as a measurement for improvement over time. Once the sales process
is implemented and rolled out, management reports can determine what performance
tune-ups might be necessary, and adjustments made accordingly.
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