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Sales Prospect List The Sales Prospect List from The Sales Academy Ltd is a simple and easy to use sales tool to help salespeople manage all their current Prospects. It is not a CRM, but it can complement and enhance many of the CRM's in use today. It will help salespeople to manage and keep track of their progress through the Sales Cycle.
It will also calculate a total $ value for all 'open' sales opportunities and it can be used to help salespeople prepare a Sales Forecast. The tool collects useful statistics to help salespeople calculate sales call ratios and focus on areas that could be improved.
Lots of salespeople try to keep track of their prospects by making paper based lists of their current prospects. However, because sales cycles vary from prospect to prospect they quickly become out of date and difficult to manage. A CRM could address this well known problem, but they can be expensive and complex to install and maintain.
The Sales Prospect List is perfect for salespeople and sales teams that don’t have a CRM installed and who want a better way to keep track of and manage their prospect lists. It is our entry level sales tool, designed to let you test one of our InfoPath Sales Templates completely free and see for yourself how they work in your environment before moving up to our more feature rich, fully automated Templates.
The on-screen planning guide and contextual help function offers straightforward explanations, perceptive insights and critical guidance on well accepted sales processes and methodologies, so that salespeople and their managers start to benefit immediately, up skilling as they use the tool.
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the sales academy |
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Sales Processes & Tools for Sales Teams and their Sales Managers |
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Email: info@SalesAcademy.net.nz Phone: + 64 21 816 372 |
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Sales Opportunity Qualification
Sales Opportunity Qualification is one of the most valuable skills for a professional salesperson to develop. In this turbulent, recessionary climate it is very tempting to chase down every deal on the prospect list. Even the ones that you know in your heart you have very little chance of winning. However, this can actually make matters worse by diverting sales effort away from the better deals and reducing your chances of winning those.
You can use this Sales Opportunity Qualification Process to get a good perspective on where you stand with any sales opportunity, but it is particularly important for your larger deals. It addresses the three most important issues that you need to resolve before committing a lot of resource to any sales campaign.
Use this Qualifying Large Sales Opportunities Process from the Sales Academy to dramatically improve your chances of winning the significant sales opportunities on your prospect list that you choose to go after - and stop chasing the ones you are unlikely to win or don’t want to win.
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Account Development Planning
Sales managers are constantly urging their salespeople to sell ‘Value’ to senior customer executives and to do it early enough to influence any RFP’s issued by the customer. However, many salespeople repeatedly fail in this task simply because they haven’t built effective, business based relationships with their customer’s senior executives. A structured and well thought out Account Development Plan would go a long way to addressing this common sales management problem.
This White Paper explains why most account plans simply gather dust on filing cabinets and how to avoid this by making them relevant and useful to the salespeople who create them. It provides details about the Account Development Planning Cycle and how to use this to create an Account Plan that can help you build meaningful, long term business relationships with a customer’s senior executives.
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