There are countless ways to review Opportunities to make your Sales Campaign the best it can be or to go back and figure out why things aren’t going the way you expected.
MEDDIC, BlueSheet (Remember that?), SCOTSMAN….and many more
But as a quick approach that demands some searching, it’s hard to beat the well-proven 4Y’s
Try the 4Y’s and see where you then get to with your Sales Campaigns
“Really?” they say to themselves – “What now?”
Their heart sinks as they see hours or days of time blocked out of their diary. You’ve just lost half of their engagement and desire to learn before you start.
And the Training itself – does it provide specific skills to address their specific issues? If not you’ll lose at least 1/2 of the other 1/2 before the course ends.
Will anyone assess who really needs to attend? – Or will someone ‘high up’ just say “Stick them all on it”? – Political expediency for an Exec to abdicate responsibility…..not the best way to get skills to stick and address sales execution issues.
Deal ‘slippage’ is viewed as an unnecessary lengthening of sales cycles – a deal being ‘out of control’. And it doesn’t help anyone’s career progression.
Your response will either improve the situation or make matters worse.
The primary causes for slippage are:
* No plan.
* The wrong plan.
* An unrealistic or ill-informed expectation of the close date from the start
* Rare macro-economic factors
In normal circumstances there are 3 types of plan:
1. The ‘made up on the hoof’ plan / ‘quick thinking when we got asked’ plan
2. Your own well thought-through plan
3. Your Client’s own Plan – enabled, guided and supported
There’s a danger that the disappointment, the fear of missing forecast, fear of a grilling will result in threats (Service, price, discount) being issued to ‘take control’ or ‘force’ the Client to close the deal in the timescale that’s wanted or expected.
In 35 years in sales, I cannot remember this working any more than a handful of times – and then, only when it suited the Client’s own timescales. I CAN, however, remember many relationships taking a big turn for the worse, some deals terminating entirely and others probably taking longer than necessary as trust had to be re-built..