Implement the Project Analyzer

Common Problem: Close Ratio is too low
If you are an organization that typically closes only 5-15% of the quotes you generate, you may be quoting too soon, too easily and/or over-quoting!

Your sales people may NOT be truly understanding customer needs, buying criteria, and decision making process.

Impact:

Frequent re-quoting
Often losing out to the competition
Quotes sit with the customer for a long time
Proposals are either incomplete or inappropriate

The Solution: Project Analyzer

To address the problems above, let Focus America build your customized Project Analyzer specific for your sales organization as a new step within your selling process.

The tool is preferably implemented directly into your CRM for maximum and simplified information sharing. It will guide each sales rep through the key questions to ask the customer or prospect and the information to gather in order to best align the sales effort to win the business. When populated, the Project Analyzer will generate a score – telling the sales rep to:

a. Not proceed with the opportunity;
b. Continue gathering information and what information to gather; and
c. Proceed to a quote.

Typically, sales training and coaching (in a group and/or one-on-one format) will then teach the sales rep how to execute their sales strategy.

The result will be fewer, but higher, quality quotes with a higher close ratio.