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Optimizing Lead-To-Win: Shrinking the Sales Cycle and Focusing Closers on Sealing More Deals
Aberdeen Group, May 2010
As sales organizations endeavor to escape the constricted economy of the 2009 recession, one of their most significant barriers is stagnant progress regarding bringing their sales cycle under control. Recent Aberdeen research published for Inside Sales Enablement: “Let Them Drink Coffee!” (December, 2009) reveals that not only did under-performing companies see a year-over-year increase in their sales cycle of 12%, but even the top performers experienced a slight (1%) lengthening of their own lead-to-win timeframe.
As top-performing selling teams continue searching for ways to reduce their sales cycles and increase their win/loss “batting average,” the use of selected business processes and enabling technologies such as configure/price/quote (CPQ), contract management, sales playbooks and electronic signature capture tools hold significant promise for better sales team performance in 2010. The failure to keep up with the Best-in-Class, on the other hand, promises to link other performers more solidly to the difficult selling environment of the recent economic recession, and restrict their ability to successfully close deals at the bottom of the customer acquisition funnel.
Reasons to buy:
- How Closers Seal the Deal
- Maximize Quota Attainment with Shorter Sales Cycles
- Improve the Win/Loss Sales Batting Average
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