Maximising sales – tools
Range penetration matrix
It is sometimes said that cross-selling and selling more to existing customers is the biggest missed opportunity in selling. This simple tool enables you to quickly identify where there are opportunities to sell in additional products and services and also identifies where volumes can be increased on existing lines of business.
STAR report template
Quantum’s Salesbase is the platform for planning sales activity. Many CRM systems (if in place) over-complicate the process of analysing a salesperson’s pipeline and the quality of sales effort. This simple tool: Salesbase Tracking And Ratio report accurately lists all sales opportunities, where they are in the pipeline and the ‘hit rates’ at each stage of the sales process.
When it comes to assessing pipeline probability, there is much confusion between the likelihood of a piece of business converting and the stage in the sales process. Completing a first visit is not an indicator of 20% likelihood (for example) any more than a visit later in the sales process necessarily equates to 80% likelihood. Driven by the ‘Win-Win’ score, the ‘Yerjej Box’ creates a matrix of these two factors and gives practical guidelines on appropriate actions in each quadrant.
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