SalesFitRx BLOG

SALES ENABLEMENT FIXES YOUR SALES FUNNEL LEAKS

Mansion_335_shadowI recently spent an afternoon and evening with a dear friend of mine.

What people might notice first about him, if you met him at his home, is that he’s retired and lives with his wife in a house five or six times larger than most homes you or I have ever visited.

He’s done well for himself and is perhaps the most generous and gracious man I’ve ever had the pleasure of knowing.

We were talking about when he had his big break in business and what he remembers most about it. This is how he explained it to me:

Once we finally took the advice of the company who would go on to become our largest customer, we made the suggested changes and the money really started to come into our business.

But what drove me crazy was that more money coming in meant there was more money leaking out of the cracks and the crevices in our business. It was like putting our hands under a faucet and trying direct the stream in the correct direction.

As we did that, water continued to leak out over our hands until we could develop a process for more effectively capturing and directing the increasing, and long-term, flow of revenue.

It wasn’t until we quit trying to construct solutions on the fly for short-term fixes, and we stepped back and prepared for revenue increases five or ten years in the future, that we become an efficient machine with consistent month-over-month growth.

That is why you and I are sitting here on the patio of this house today instead of one across town with 10,000 less square footage. We found the tools and reconstructed our processes to stop the leaks.

For us in sales, the faucet we need to mind first is the sales funnel. Some of you possess funnels with slow leaks. Others of you are using funnels resembling something more like a colander.

Thankfully, I found someone who can help us with this sales funnel problem. He will show us how to use sales enablement as a tool to fix our pesky sales funnel leaks.

Robert Wahbe (@RobertWahbe) is the co-founder/CEO of @Highspot and a former VP at Microsoft. Wahbe wrote a blog post for @OpenviewLabs last week titled: Plug the Leaks in Your Sales Funnel: A How-To Guide to Sales Enablement.”

THE BIG IDEA
The big idea of Wahbe’s post is this:

…best-in-class companies are twice as likely to be using a sales enablement solution that addresses major obstacles to driving sales:
> The time needed by a new seller to become effective (on average, 7 months)
> Seller turnover (typically 30%)
>Time wasted searching for and creating selling materials (3-4 hours per week, per rep)

WHAT I LIKED
This post isn’t any longer than it needs to be. It makes a strong case that best-in-class sales organizations are very likely to be effectively using sales enablement tools and that it’s a clear contributor to their ongoing success.

This gives you, a sales professional in a sales organization which that is not currently leveraging sales enablement tools to their full potential, the ammunition to make a case for this important investment.

And if you are currently using sales enablement tools and are seeing a strong ROI, you have in Wahbe’s post the information needed to continue the investment if some in your organization may oppose this spending.

Budgets for 2016 are closing soon, so ensure you’ll be using the best sales enablement tools for your business.

[Reading Time of Wahbe’s Post: 2:00]

Note: SalesFitRx is a web and mobile sales enablement app that helps you, the sales professional, discover more selling time in your week. It doesn’t encourage more hours each week, instead it helps you get more sales from your existing hours. Learn more on our Home page: SalesFitRx.com


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