Use parameters to refine your terminology
Posted: Wed Jan 29, 2025 8:32 am
What are objections and what are hold-ups? When we talk about decision makers, we want to be clear about who the economic buyers are, who the influencers or coaches are, and which audiences are the end users.
Do these roles change when working for a customer? How can sales professionals effectively influence decision makers to achieve mutual benefit?
This list could go on for a long time, but the important point is that whenever your sales manager leads a sales meeting and mentions it, everyone in the room or on the phone should know exactly what he or she is talking about.
The best way to manage expectations and develop a shared philippines telegram data language is to use parameters to establish terminology.
I remember when I was an outside salesperson, our manager would go around the table and ask each salesperson to rate the close likelihood of each prospect in their pipeline.
However, some of my colleagues are much braver and more daring when it comes to their sales pipeline. For them, when they have a good conversation with a prospect, an 80% chance of closing the deal is a sure thing.
These situations occur when a common, clear sales language is not established.
To get a firm grip on opportunity management, companies need to establish a structure to help sales management and salespeople manage their pipeline.
This means you need to set parameters about what each percentage means.
For example, an 80% chance of closing a deal might mean that you need to involve all decision makers and have a verbal agreement and proposal that has been discussed and agreed to by all parties involved.
The remaining 20% of issues that remain unresolved may be unknown circumstances, such as procurement requiring different payment terms.
Be creative, but precise
One of my clients wanted to use a sports analogy to manage pipelines.
Do these roles change when working for a customer? How can sales professionals effectively influence decision makers to achieve mutual benefit?
This list could go on for a long time, but the important point is that whenever your sales manager leads a sales meeting and mentions it, everyone in the room or on the phone should know exactly what he or she is talking about.
The best way to manage expectations and develop a shared philippines telegram data language is to use parameters to establish terminology.
I remember when I was an outside salesperson, our manager would go around the table and ask each salesperson to rate the close likelihood of each prospect in their pipeline.
However, some of my colleagues are much braver and more daring when it comes to their sales pipeline. For them, when they have a good conversation with a prospect, an 80% chance of closing the deal is a sure thing.
These situations occur when a common, clear sales language is not established.
To get a firm grip on opportunity management, companies need to establish a structure to help sales management and salespeople manage their pipeline.
This means you need to set parameters about what each percentage means.
For example, an 80% chance of closing a deal might mean that you need to involve all decision makers and have a verbal agreement and proposal that has been discussed and agreed to by all parties involved.
The remaining 20% of issues that remain unresolved may be unknown circumstances, such as procurement requiring different payment terms.
Be creative, but precise
One of my clients wanted to use a sports analogy to manage pipelines.