Get a rough impact estimate based on our data by entering your targets for upcoming 12 months.
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Ideal Customer Profiles
Have you defined and frequently review your ideal customer profile(s)?Do you know the decision maker and gatekeeper titles, their pain points as well as their firmographics and purchase trigger events?
If this not crystal clear, your sales team's time might be focused on low value tasks.
Individual Level Targets
Have you set individual level sales targets that you can review on a weekly basis? Starting from sales revenue target to weekly activity targets e.g. new customer meetings booked and held.
This is important, as it becomes impossible to lead sales without having proper metrics & targets set up.
Don't worry, according to research this is where ~50% of SMB companies fall short in some way.
Systematic Prospecting Model
Do you do prospecting regularly? Do know how many prospects are being approached next week?
Systematic Outreach Model
Do you have a step-by-step model on how to approach prospects, after which sales conversations are scheduled? How long is this cycle? Do you know the hitrate for this?
Sales Through Referrals
Harvard Business Review has researched that deals which start from a referral have a 4 times higher conversion rate. Do you systematically generate contact lists based on referrals?
Don't worry this is, according to research, a topic where most companies fall short.
Reference Cases
How many reference case studies do you produce quarterly? Don't worry if you don't know. You'll increase your new business conversations' conversations significantly if you start producing reference cases systematically.
Sales Conversation Preparation
Do you have a checklist for preparing to sales conversations? If you do, this increases your chances of landing new business opportunities from sales conversations.
Sales Conversation Follow up
Do you always schedule a follow up on sales conversations? Do you always know what happens next and who the customer will discuss with next about the topic? You should.
Customer Growth Plans
Have you categorized your customers? Do create, review and execute customer growth plans to meaningful customers? Do you have power maps of each customer?
Weekly Sales Plans
Do you have a weekly sales meeting with a recurring agenda? Do you clearly scheduled recurring weekly sales activities?
Automation & AI
Do you leverage for example lead generation automation or use AI for summarization of public information regarding your clients' buying signals?
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New Sales Revenue
This is the amount of sales revenue you need to make in order to hit company-level revenue target for next 12 months. So, don't include eg. current rolling contracts' revenue here.
Average Deal Size
This is the size of an average deal. If you have multiple product lines or business verticals, you might want to bias your focus offering here.
Hitrate 1
How many offers or proposals on average your team makes to win one deal?
Hitrate 2
How many new sales meetings your team takes on average per one offer presented to a customer.
X
Ideal Customer Profiles
Have you defined and frequently review your ideal customer profile(s)?Do you know the decision maker and gatekeeper titles, their pain points as well as their firmographics and purchase trigger events?
If this not crystal clear, your sales team's time might be focused on low value tasks.
Individual Level Targets
Have you set individual level sales targets that you can review on a weekly basis? Starting from sales revenue target to weekly activity targets e.g. new customer meetings booked and held.
This is important, as it becomes impossible to lead sales without having proper metrics & targets set up.
Don't worry, according to research this is where ~50% of SMB companies fall short in some way.
Systematic Prospecting Model
Do you do prospecting regularly? Do know how many prospects are being approached next week?
Systematic Outreach Model
Do you have a step-by-step model on how to approach prospects, after which sales conversations are scheduled? How long is this cycle? Do you know the hitrate for this?
Sales Through Referrals
Harvard Business Review has researched that deals which start from a referral have a 4 times higher conversion rate. Do you systematically generate contact lists based on referrals?
Don't worry this is, according to research, a topic where most companies fall short.
Reference Cases
How many reference case studies do you produce quarterly? Don't worry if you don't know. You'll increase your new business conversations' conversations significantly if you start producing reference cases systematically.
Sales Conversation Preparation
Do you have a checklist for preparing to sales conversations? If you do, this increases your chances of landing new business opportunities from sales conversations.
Sales Conversation Follow up
Do you always schedule a follow up on sales conversations? Do you always know what happens next and who the customer will discuss with next about the topic? You should.
Customer Growth Plans
Have you categorized your customers? Do create, review and execute customer growth plans to meaningful customers? Do you have power maps of each customer?
Weekly Sales Plans
Do you have a weekly sales meeting with a recurring agenda? Do you clearly scheduled recurring weekly sales activities?
Automation & AI
Do you leverage for example lead generation automation or use AI for summarization of public information regarding your clients' buying signals?
X
New Sales Revenue
This is the amount of sales revenue you need to make in order to hit company-level revenue target for next 12 months. So, don't include eg. current rolling contracts' revenue here.
Average Deal Size
This is the size of an average deal. If you have multiple product lines or business verticals, you might want to bias your focus offering here.
Hitrate 1
How many offers or proposals on average your team makes to win one deal?
Hitrate 2
How many new sales meetings your team takes on average per one offer presented to a customer.