Do you know the true costs of your sales process? You know what you pay your sales people, their travel, their entertainment and their benefits. From that and based on the production of closed sales opportunities, you can determine your ROI. Right? Well….sort of.
There are hidden costs. There are sales processes that when you get down to it are just plain time consuming and perhaps even painful. Do you want your shiniest assets chasing every so called lead they get from marketing, ads, email campaigns, events, trade shows, from web inquiries? 90%+ of these inquiries never pan out. You know that and your assets who are chasing these leads know it too. Yet, you keep on having those leads chased and having your assets consume their valuable time dialing and leaving voicemails that rarely get returned. Or worse, you have an inside business development team, sales associates, do this task and they too have no better luck. They get frustrated and ultimately leave or move on. This creates a gap in your process.
Back to the hidden costs. Replacing reps and dealing with the churn in your front end process is costly. Costly for you to find new reps to do the dialing volumes. Costly for you to train them, to coach them and get them to a level of proficiency. The more complex your end product or service is, the longer it will take to bring the new rep up the competency curve.