Winning new clients and understanding your business development cycle is crucial for sustained growth and increased sales team productivity. By hiring the right mix of business development professionals, following a well defined sales process, and giving them access to the right tools, you ensure that new customer sales are predictable, true to forecast, and efficient.
How are your sales teams researching and finding new leads? What are they qualifying prospects?
Is the business development team made up of the right mix of talent, with clear job descriptions? Is the team structured so that they have a clear focus on new customer acquisition?
Are you able to accurately forecast your sales and define new client acquisition goals? Do you have the ability to forecast sales activity required to reach financial targets?
Is there a well defined sales process that your teams are following consistently? Do they have access to the tools required to run a successful sales cycle?
