Many sales teams look at the sales cycle from a traditional perspective.
Research- Identify potential leads
Outreach – Contact those leads
Relationship – Develop a repoire
Close – Bring on as client/customer/member donor etc
In many organizations the same individual completes all of the above steps. It's interesting to note that in other functions and industries modern business techniques have specialized functions to maximize efficiencies and return. Look at manufacturing today vs. 100 years ago, imagine if today's commuter car was produced by one individual, it would take a year to manufacture and cost you $500,000 - and most likely be of lesser quality.
Why is it we manage business development teams as archaic manufacturing - one stop shops. When we do, we force our highest producers to spend valuable time on non-income generating activities. It doesn’t make sense. And as managers, we find that a vast amount of is time focused disproportionately our bottom performers.
At Oak+Reed we view the sales cycle as more than finding and developing relationships. Relationships are important, but identifying your prospects key triggers is how you demonstrate value.
Our methodology streamlines sales organizational structure as well as the sales process, assuring your business development team is provided the greatest opportunity and the best tools to generate results.
With an objective approach to sales, and implementing tangible action plans, we boost sales, engage customers and create long-term relationships for your business.
Our track record of creating incremental revenue is driven by our belief in aligning ourselves to your organization’s core objectives; growth and profitability.