Sales Cycles Taking Too Long?
Members are complaining that their sales cycles are taking too long. But, when asked why, they cannot answer.
Here is a helpful chart: sales cycles in professional service firms typically get held up in four areas:
- Setting appointments
- Sales calls
- Queue time
- Decision making
Ask yourself “how much time does it take to progress in each stage?”. By doing so, you can locate the bottlenecks, remove them, and increase throughput, i.e., shorten the sales cycle.
For example, a sales methodology used to prep for every sales call improves each call resulting in the need for fewer of them. Fewer sales calls results in a shorter sales cycle.