This week, Al Strauss, my guest on Meet the Sales Experts, provided a case history on the subject.
He had a client who, when he met them, closed 4 deals for every 100 quotes they prepared and submitted. Not only that, it took their highly paid engineers anywhere from 1 hour to 1 week to complete those quotes. After he worked with them, they were quoting only 18 of those 100 opportunities and closing 12 of them. That's an 85% reduction in quotes in return for triple the sales. Truly a case of less is more. Would you like to hear how he did this? Listen to the show.
Al also said that right now is the perfect time to figure out who will go out and hunt because, right now, there aren't many salespeople actually calling on your prospects, especially in the industrial and consumer segments. He also said this is the time to terminate your non-producers and use that money to improve the capabilities of your sales force.