Y2G Associates tools and services include a benchmarking Sales Audit Tool, Pipeline Development and Management, Territory Identification and Measurement, Management Systems and Implementation.
Are you frustrated with pipeline slippage? Keeping the numbers up and moving through the pipeline has become an ever-increasing challenge. Y2G Associates has a solution that can help you increase sales productivity and revenues. Through our Win-Loss Sales Analysis program we help you identify what is working for your sales force and what is not. We analyze why you have won and why you have lost business so that your sales force can adjust their selling to increase “winning” sales execution.
At the end of the day, winning the deal is about execution. How well does your sales team execute? Achieving consistent and predictable sales behavior results in forecasts that are reliable and pipelines that don’t hold fantasies. Imagine the improvement your staff can make by having detailed feedback provided by the very people to whom you are trying to sell. Information from your wins and losses allows you to understand what are the positives and negatives in your sales process and where improvements can be made.
What Is a Win-Loss Analysis?
Y2G Associates takes a selection of your most recent wins and losses to analyze how your sales team successfully connected with the customers during “wins” and how gaps in the sales execution occurred during the sales cycles of lost deals. One of these gap areas is intelligence gathered about the sale. Gathering accurate information about a customer’s motivations, decision process, and activities is one of the chief responsibilities of your sales person.
Understand what the customer was really thinking and doing and how your sales staff perceived those actions. Did they act on good information? Experience has taught us that human nature causes many sales people to “creatively” fill in the blanks of their knowledge about a sale when real information is not known or not properly pursued.
Reliable information is built upon solid relationships. How well and how high your staff positions during the sale can have a material impact on the information and guidance you get during a sale. How well does your sales team understand relationship building? Are they really identifying coaches and champions or only wanting to believe that relationships exist when they do not.
Relationships are built upon perceived business value by the customer. Do your sales people know how to tap into the business motivations of the customer to build rapport? Is your value proposition being articulated in a way that customers perceive its value to them?
Misalignment with the customer’s buying process causes sales people to greatly miscalculate competition. Did your sales staff understand where they were entering the customer’s buying cycle when they engaged. Y2G seeks to understand the gap that may have existed when your sales folks engaged with the customer. This insight into the process can often shed light on both the sales and marketing process you are using to qualify deals and to position within an account.
Develop position protection strategies after the sale is made. Whether you won or lost the deal, how did competition play in the sale and what was the perception of your customer? If lost to the competitor, why? What was it about the competitions value proposition that differentiated them in a more appealing way? How well did your sales people detect the competitive forces at work early in the process?
The assessment of these execution areas enables you to take action on immediate performance related issues. We recommend sales strategies, marketing messaging, sales tools, process improvements techniques, or approaches that appear to be consistent with your successful wins and need to be repeatable in each of your sales.
What Can a Win-Loss Audit Do for Your Sales Organization?
The Win-Loss Analysis is designed to provide you with the information and insight you need to lead your sales team to improved performance. But like all good advice and insight, it must be acted upon for the benefits to be realized. Y2G Associates believe that sales organizations that follow and deploy the recommended results can achieve the following benefits:
Improve your win/loss ratio by 10% or more
Reduce financial risk.
Move your sales force from being reactive to proactive.
Identify why your competitors are winning the business from you.
Identify the training needs of your sales organization.
Improve sales forecast accuracy.
Understand how your marketplace views your company, products and services.
Of greatest importance with Y2G deliverables is the usefulness to you. The information that Y2G Associates collects is actionable, meaning that you will be able to act on the information to improve your sales execution immediately so that revenue results you seek won’t be delayed unnecessarily. In the event the analysis reveals trends that impact your marketing strategies, marketing efforts, public relations efforts, products or pricing strategies, Y2G can help you to quickly determine the appropriate actions to take and implement those actions for you if you desire.
So when would you like to get your revenue growing faster? Contact us today for a discussion of your situation and how a Win-Loss Audit might help your sales team.
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Learn more about our Tools & Services:
Competitive Performance Calculator
Channel & Alliance Management
Product Life Cycle
Product Marketing
Sales Operations
M&A Advice and Capital Raising
Professional Services
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