Use knowledge of products, customers and competition to craft winning proposals. | Win customer business and close profitable deals. |
Develop productive relationships with customers. | Solve customer problems and make sure they gain value from our services. |
Own customer problems and follow through to become a trusted advisor. | Be an advocate for the customer to drive product improvements. |
Listen to customers and ask pertinent questions to address customer concerns. | Develop in-depth product knowledge. |
Develop extensive knowledge of the competition and their value propositions. | Handle customer objections by communicating the value and benefits of products. |
Conduct diligent research to understand the customer and their buying motivations and decision structures. | Prioritize to always be working on the most important aspect of high value deals and relationships. |
Improve proposals to make value proposition clear and compelling. | Quickly follow up with customers to resolve post-sales issues and inquiries. |
Follow process to enter 100% of customer data accurately. | Maintain high visibility in the industry to develop leads and build relationships. |
Build relationships with product teams to understand products, industry trends and product roadmaps. | Manage the sales pipeline to clear issues and move all opportunities forward. |
Work with marketing to develop more compelling sales collaterals. | Extend customer relationships to win customer referrals. |
Develop accurate sales forecasts. | Use advanced negotiation tactics to improve gross margins while closing deals with a high win rate. |
Measurements
The following are examples of sales performance measurements that can be used to make your goals SMART.Achieve sales target of 900k in the quarter. | Increase revenue to $4.4 million. |
Increase monthly recurring revenue to $440,000. | Increase win rate to 60% of proposals. |
Increase average deal size to $500,000. | Increase deal gross margins to 70%. |
Generate over 20 customer referrals. | Increase the value of customer referrals by 50%. |
Increase customer retention to 90% for my accounts. | Decrease customer churn to 4% for my accounts. |
Grow revenue per account by 10%. | Increase customer lifetime value by 7%. |
Increase conversion rate to 4%. | Reduce customer acquisition cost to $440. |
Improve forecast accuracy to +/- 10%. | Achieve post-sales customer satisfaction of 98%. |
Decrease opportunity-to-close times by 20%. | Respond to customer inquiries within 2 business hours. |
Decrease lead response time to 3 days. | Decrease the average sales cycle from 40 days to 35. |
