Our work on sales-cycle dynamics proves the value of an analytic approach to sales management. (See Press Release.)

	Business-to-Business Sales Cycle Success Pattern

SBS Research	Targets	1st Meeting	Present Needs	Proposal	Decision	Implement

Many well-established business-to-business sales teams close on fewer than 10% of their vetted prospects. As the sales cycle is often 10-18 months long, this low success rate is very expensive. Assessing success by stages rather than only at the end of the process enables management to make informed decisions regarding training, product development and hiring in time to make improvements with the current portfolio of prospects and sales resources.  In our experience, most companies can expect to double efficiency of their sales resources by applying the principles of the SSA™ in establishing a robust sales management program.

The sales analysis will help you:

• improve sales results quickly and at low cost
• ensure sales performance links to profitability
• highlight sales training needs and opportunities
• provide forecasts
• reveal product development needs
• alert you to changes in client behaviour

If you wish, as part of this work we will help you adopt or adapt one of the industry-standard Customer Relationship Management (CRM) packages--or help you build your own.