In order to monitor success, it is imperative to perform a Sales Analysis of your business before any changes occur. Such analysis will determine:
- The length of your sales cycles (both actual and desired)
- The efforts and costs required to close an order
- How many leads are required to close an order (leads vs. sales)
- 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.