Comments on: Sales Velocity: The Hidden Lever http://www.ianbrodie.com/selling/sales-velocity-hidden-lever/ More Clients in Less Time, Even if You Hate Selling Wed, 08 Feb 2012 13:26:29 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Donal Daly http://www.ianbrodie.com/selling/sales-velocity-hidden-lever/comment-page-1/#comment-3847 Donal Daly Sun, 20 Mar 2011 14:23:54 +0000 http://www.sales-excellence.co.uk/?p=396#comment-3847 Ian, The 'more leads' and 'sales velocity' factors are often conflicting forces unless 'more leads' in fact means 'more qualified leads'. It's always better (and faster) to win 2 out of 4 deals than 2 / 10. Velocity is always increased when qualification is rigorous. Coincidentally, just a while back, I wrote a post about the 4 levers of sales velocity. If you're interested you can find it here. http://sales20network.com/blog/?p=962 Thanks Donal Ian,
The ‘more leads’ and ‘sales velocity’ factors are often conflicting forces unless ‘more leads’ in fact means ‘more qualified leads’. It’s always better (and faster) to win 2 out of 4 deals than 2 / 10. Velocity is always increased when qualification is rigorous.
Coincidentally, just a while back, I wrote a post about the 4 levers of sales velocity. If you’re interested you can find it here.
http://sales20network.com/blog/?p=962
Thanks
Donal

]]> By: Sales techniques http://www.ianbrodie.com/selling/sales-velocity-hidden-lever/comment-page-1/#comment-281 Sales techniques Thu, 07 May 2009 11:32:46 +0000 http://www.sales-excellence.co.uk/?p=396#comment-281 Great post & i really like the way it's been explained. Great post & i really like the way it’s been explained.

]]> By: Ian Brodie http://www.ianbrodie.com/selling/sales-velocity-hidden-lever/comment-page-1/#comment-282 Ian Brodie Wed, 22 Apr 2009 09:08:01 +0000 http://www.sales-excellence.co.uk/?p=396#comment-282 This is great stuff Sean - that's a fantasic and practical process that everyone can use to speed up their sales. ian This is great stuff Sean – that’s a fantasic and practical process that everyone can use to speed up their sales.

ian

]]> By: Sean McPheat - MTD Sales Blog http://www.ianbrodie.com/selling/sales-velocity-hidden-lever/comment-page-1/#comment-283 Sean McPheat - MTD Sales Blog Wed, 22 Apr 2009 06:18:41 +0000 http://www.sales-excellence.co.uk/?p=396#comment-283 You are so right Ian. People have been going on and on and on about the 3 ways to grow a business/sales model for years. I think it originated from Jay Abraham and he and every trainer under the sun has been "dining out" on it every since. As you say, "a revelation of a discovery!" Not! The bottom line is that by speeding up sales cycles it indeed enables you to be more productive and prospect more often and SELL more! The art in this is knowing what to do in-between delays and decisions. Sales cycles are a little longer now in this recession so you'll really hack off a lot of your prospects and clients if you're too aggressive and conversely if they don't hear from you, you'll be forgotten! My tip for speeding up your sales velocity: Map out your perfect sale on a whiteboard or flip chart. Every single stage should be noted. Then, note down the best case time and worse case time for each stage. At the end add up all of the best and worse cases and you'll get something like: BEST CASE 5 DAYS WORSE CASE 29 WEEKS AVERAGE 11 DAYS Then, as a sales team work out what to do and how to do it at each stage of the process to narrow the gap in terms of days. Just be reducing the average number of days in the cycle from say 11 DAYS down to 9 DAYS frees up 2 days per prospect that can be used elsewhere to drum up more business or farm existing clients. SALES VELOCITY IS A HUGE FACTOR in the success of a salesperson and Ian has nailed it so make sure you do not ignore this one bit. Sean You are so right Ian.

People have been going on and on and on about the 3 ways to grow a business/sales model for years.

I think it originated from Jay Abraham and he and every trainer under the sun has been “dining out” on it every since. As you say, “a revelation of a discovery!” Not!

The bottom line is that by speeding up sales cycles it indeed enables you to be more productive and prospect more often and SELL more!

The art in this is knowing what to do in-between delays and decisions. Sales cycles are a little longer now in this recession so you’ll really hack off a lot of your prospects and clients if you’re too aggressive and conversely if they don’t hear from you, you’ll be forgotten!

My tip for speeding up your sales velocity:

Map out your perfect sale on a whiteboard or flip chart. Every single stage should be noted. Then, note down the best case time and worse case time for each stage. At the end add up all of the best and worse cases and you’ll get something like:

BEST CASE 5 DAYS
WORSE CASE 29 WEEKS
AVERAGE 11 DAYS

Then, as a sales team work out what to do and how to do it at each stage of the process to narrow the gap in terms of days.

Just be reducing the average number of days in the cycle from say 11 DAYS down to 9 DAYS frees up 2 days per prospect that can be used elsewhere to drum up more business or farm existing clients.

SALES VELOCITY IS A HUGE FACTOR in the success of a salesperson and Ian has nailed it so make sure you do not ignore this one bit.

Sean

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