The Sales Contact

The finance management software commitment to a free-flowing cycle of meeting sales targets in a timely manner - set to minimum 45 days out of the month.

In the market, considering any call-on and proposal is a major commitment, making a credible promise and establishing credibility takes a lot of work not to mention action. It is the commitment to the customers / clients / trades who are counting on you to deliver what you said you will. It is the one finance management software transaction that will make or break your business. Those two short calls in front of a credit card application form of opportunity that makes the difference between a successful business and a business that decides it is just not worth adding those extra activities. Good outbound telemarketing calls or excellent inbound incoming pipeline are only two of the many activities that must be included in an effective process to keep the pipeline full. Business owners either get the call, do the prospecting or they are out of business.

Many companies fail in their work with poor pre-qualification of the client's ability to pay. To put it another way, many finance management software companies sell to businesses that cannot afford it. Other companies fail to qualify their customers based on their ability to pay their credit card or something else that is too optimistic. These practices either result in poor margins or worse, decreases in the regular outflow of credit card sales to the company. Companies must prospect someone whose ability to pay is flawless.

The balancing act of over and under-qualifying players in the game results in no sales volumes.

Taking a critical look at the tools of the trade and the daily activities necessary to ensure those tools are doing their job for your organisation. And yes, the most important tool is the ability to see what is working and what is not for members of your team. During this time, organisations can utilise tools such as finance management software flowcharts, PPR, Gantt charts or the 5-K to make an effort as painless as possible. These will help to define what has been done and what is expected of the sales people in those critical steps. It will allow the organisation to move forward in a performance-based manner. Additionally, key information will be captured such as the time each sales person has in the office, what they have done, their time to income and reverse applications.

The next step is to look at the process as a whole. This will help to analyse if the sales process is as efficient as it should be for the finance management software salesperson and, if the resulting production meets expectations. If there are bottlenecks in the process, try to identify how those impediments are getting passed from common (service) resources to sales to management. If adequate leadership and other management resources are placed on those critical steps in the process, the problem will not multiply if not addressed as soon as possible.

This is the last important step before we consider improving the sales organisation. It is asking, "is there anything more that I can do?" Without this step, all the previous steps will be of little use.

This is where the sales contact has to ask himself or herself the hard finance management software question, "if I apply those tips and take action, can I accomplish the targets I have set?"