Here’s findings I read on Selling Power gleaned from around 10,000 salespeople that you can benchmark yourself against.
How much time do you spend on prospect needs analysis?
How early and for how long do you line up delivery resource?
When do you “challenge customers to think differently about their business and bring constructive tension into the sales process”?
What steps do you take to strategise each prospect touch beforehand?
How often do you chase paper trials and payment after a sale is made?
Apparently the top fifth of all sellers do significantly more of the first four activities on this list, and way less of the last. How do you stack up?