Challenges
M-Power was designed to
address these common challenges:
|
| 1. |
Salespeople spending too much time servicing existing clients at the expense of
finding new clients.
|
| 2. |
Salespeople spending too much time with unqualified prospects, consequently
spending too little time with qualified prospects.
|
| 3. |
Salespeople looking at their prospects through rose-colored glasses, often
underestimating the number of prospects necessary to reach their goals.
|
| 4. |
Subjective opinions regarding sales opportunities resulting in inaccurate
forecasts.
|
| 5. |
Sales cycles are too long.
|
| 6. |
Closing ratios are too low.
|
| 7. |
Sales managers having no objective method of determining who needs their help
the most.
|
| 8. |
Sales managers having no way to determine which opportunities a sales
person is having problems with and which they are not.
|
| 9. |
Sales managers not having a source of objective information to
proactively uncover problems and therefore waiting for problems to be brought
to them by their salespeople.
|
| 10. |
Sales managers having no way to determine if poor sales performance
is due to ineffectiveness or lack of effort, or a combination of the
two.
|
