Business to business turnover killers test Step 1 of 10 10% Killer N°1: You salespeople are on fire and refuse to fail. Yes No Killer N°2: Your salespeople come out of a first sales talk having systematically obtained the 3 following results: 1. What does the prospect think of the interview? 2. What does the prospect think of your company? 3. The guarantee that there is at least a 50% chance of closing the deal Yes No Killer N°3: It is compulsory for your salespeople to analyze the decision system of the prospected company before sending any sales proposal. Yes No Killer N°4: The first page of your sales offers always summarizes the context of the prospect and the main points set out in its previous briefings. Yes No Killer N°5: The conversion rate of your sales offers is above 40%. Yes No Killer N°6: Your salespeople are capable of defending their offer to a jury of decision-makers in under 20 minutes on the stopwatch. Yes No Killer N°7: Your salespeople reach their negotiation targets on 7 offers out of 10. Yes No Killer N°8: Your salespeople devote less than 120 minutes per week to sales reports. Yes No Killer N°9: At least 50% of your sales managers’ time is devoted to the direct management of their salespeople (meetings, coaching, assessment, development of individual skills etc.) Yes No Killer N°10: Your sales managers have quantitative and qualitative targets in terms of coaching of their salespeople and part of their variable bonus is dependent on this aspect. Yes No
a
