How to achieve the 15 second sales review

If you have not yet read the 15 Second Sales Review article you can either download the PDF or read it in our Blog

At the heart of the 15 second sales review is our opportunity management tool, Focus. Focus is a visual tool that's easy to use and even quicker to set up. Above all, it is a personal productivity tool, that unlike traditional corporate tools that are designed to provide benefit to the organisation, Focus delivers benefit directly to the sales professional... Read More

As a stand alone tool, Focus can be either the corporate tool for the smaller businesses or for the large corporates it is implemented at team level to run alongside the corporate tools and replaces the users own tools, such as the personal spreadsheet. Focus is used by sales people and pre-sales people in all sizes of businesses... Read More

What Next?

If you have got this far, we assume you find the thought of completing a sales review in 15 seconds intriguing, if not impossible. It is very possible and so you need to find out more. Your options are...

1. Do nothing. This is not a recommended option as you do not gain anything.

2. Read everything you can on our site and download a trial version of Focus to help determine if it is worth pursuing. This is better than option a) but in our experience this option is unlikely to uncover all the benefits that you could derive from our methodologies, tools and expertise. We have a lot of material on our site, but we do not have a full eLearning package available. Our recommendation is therefore the next option…

3. Call to discuss your current situation and where you really want your sales team to be with Colin Wilson with a view of putting together a tailored training and coaching programme. Return on investment is normally achieved within 90 days. Colin is the founder of Firstborder and the architect of our methodologies and he has considerable experience of helping many companies achieve sales success... Read More

Colin can be contacted on +44 (0)845 226 0990.

A Tailored Programme to deliver the 15 Second Sales Review

A tailored training and coaching programme to deliver the 15 Second Sales Review and many more benefits will based around our Opportunity Management methodology.

Learn more about our Opportunity Management Methodology

The immediate benefit from this programme will be the use of our Focus tool for the 15 Second Sales Review. However, there are other business benefits that this programme delivers and those shown below are based on results reported by our customers. Typically, you will start to see results and behaviour change within 90 days with full results within 180 days.

Learn more about the tailored 15 Second Review prgramme

Results

Over the Line Increase Working on the right deals - at the right time - means time and resources are not wasted on deals that cannot be closed. This increases the number of people hitting target.

Win Ratios Increase In Focus, pipeline coverage needs to be only 1.8 times target rather than the conventional 3 times. With less time required to build the pipeline, there is more time to spend on closing. As fewer deals need attention, more time can be dedicated to the deals that can be closed.

Forecast Accuracy Increase Forecast accuracy, when measured after five (5) weeks into a thirteen (13) week quarter, is in excess of 99%, quarter after quarter

Profit Margins Increase Working on the right deals at the right time, increasing the win ratio, and increasing forecast accuracy means better control. This reduces the need to pull deals in at the end of the quarter through deep discounting and results in increased profit margins.

Behaviour Change

Showing all Deals Focus is a personal tool and because it is linked to targets and commission it encourages people to enter all their deals. This is particularly true for sales leads. This in turn increases the accuracy of the corporate systems.

Managing the Business Focus shows you in real time how your performance compares with your target and how you will finish the quarter. It is, above all, a planning tool that shows how you will make your number.

Managing the Deals Having created a plan of the deals to win, the strategies for winning them can then be reviewed. The reasons that the customer must buy, why they must buy from you, deal qualification, next actions and relationships must all be considered and planned.

Measuring Success

Measuring improvement will depend on both the starting point and the current trends within the company. For measurement to be successful, we will need two groups; an active group, who are part of the program, and a control group.

We will need to record the result & behaviour trends of both groups from the previous 12 months and then record the trends going forward.

By measuring the trends of the active group against the control group, the success of the program can be measured.