SOEE what’s new...
SOEE what’s the solution...
Assimilating new data will require focus and discipline outside of sales and client retention. Organizations may find the concept of focusing on churn, losses, and disqualifications difficult to support. The concept is not to reduce emphasis on new sales and client retention, but merely design a complimentary process to gather data in all areas that impact revenue retention and sales growth.
Aligning process, data capture, picklist options, reporting, and technology allows market insights to be captured at time of disposition, while information is current and relevant.
The following illustrations highlight areas of opportunity to gather new market analytics. By designing process and picklists that capture reasons (data) for both wins and losses, organizations will gain multiple perspectives to balance visionary strategy with tactical plan execution.
client lifecycle
sales pipeline LIFECYCLE
lead generation LIFECYCLE
business development LIFECYCLE
SOEE what's the value...
Performance can be measured in many ways. Organizations need to challenge the status quo and continuously search for new insights. New information and viewpoints will further support talent acquisition, professional development, training initiatives, and improve leadership focus.
Understanding why clients churn, sales are lost, leads are disqualified, and appointments never set can provide strategy alternatives to improving new sales and client retention. In the current market environment, capturing client, former client, and prospect feedback will offer competitive intelligence to refine go-to-market strategy.