You can generate improved growth and profits with sales development accounting

If you want to improve  your management of sales results, whether you’re  selling through independent reps or employee salespeople, consider adding an accounting tool to your marketing strategy.  It has been repeatedly proven that the key to improving results is using a structured system.  When effectively implemented, a structured sales process adds reliability to the achievement of profitable growth.

One benefit to Sales Performance Quality Assurance™ is that sales development progress can be measured with relative accuracy.  Let’s consider the sales work-in-process inventory.

A Work-In-Process Inventory reveals the value of sales development progress

When you have a checklist of  information you need to close a sale,  it’s easier to collect the information.  When you document the information, it’s easy to see what’s missing.  Now divide the list of information needed into groups and give each a status designation.

Thus, you have a work-in-process status designation that reveals how far along the sale has progressed, and presumably how much effort has been made or time expended.  This is much more precise that asking the salesperson, “When are you going to get a Request For Quote?”

Next, we’ll determine how to improve forecast accuracy and sales productivity.

For assistance in establishing a marketing accounting system, and implementing Sales Performance Quality Assurance™, ask for Knotes & Comments 201C  “You Can Achieve Profitable Growth by Treating Sales as a Production Process” and 203C “You Can Have The Control You Want.” Then call us or email us concerning your specific challenge.