At Barrett, we get asked a lot about what is the right sales conversion ratio for sales teams.
And our answer is to offer more questions such as:
Are the market(s) you are targeting in growth, mature, decline, or saturation mode?
What value propositions are you taking to market to your prospective clients in terms of commodity low cost options or value beyond product and price, and ROI?
How clear is your sales messaging to capture the share of mind of your target markets and enable your salespeople to be very clear and concise about the value they bring when prospecting and selling?
How effective and efficient is your current sales team at capitalising on lead generation and prospecting activities to drive new opportunity?
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