CUTTING THE TIME TO CLOSE THE BUSINESS: INCREASES REVENUE IN 2017 AND IS A COMPETITIVE ADVANTAGE YOU CAN DEPEND ON WITH NEHANET
- The enemy of growth is time. You can beat the competition if you focus on cutting time out of the process. NEHANET aims to minimize the time it takes between finding an opportunity and declaring victory. Once you know how long it takes, you can increase team focus on executing the action items you need to win, attaining the customer’s commitment to you, and leaving your competition in the dust. You get to the revenue phase faster and beat the competition by making your customers successful faster.
FIND THE PEOPLE WHO MOVE FAST AND GET THE REST OF THE TEAM ON THE SAME PATH
- Tracking how long it takes each salesperson to close the business lets you find out who is engaged, how to win, and how to drive the team to deliver what the customer needs to select your product. Over time as the team gets more effective, the time to win will go down as you drive everyone to do what is needed to win. If you know the Win $ per salesperson you can create growth faster and build the confidence of your team and of the business.
SALES NEEDS HELP TO WIN – GET THE BUSINESSES HELPING THEM WIN FASTER
- Tracking how long it takes to win by product line identifies teams that need resources or better values propositions to get customers to design them in. It also identifies who is getting the things sales needs to win done and delivered. Faster opportunity closure creates growth faster, and builds confidence and momentum.
WHY DOES IT ALWAYS TAKE SO LONG – FIND OUT AND MAKE IT TO $$ FASTER
- The Time to Win metric starts when the opportunity is logged into the system and captures how long it takes to move from that initial status to closure. It will take longer to go from first contact to close than it will take to go from qualification to close if an opportunity is not identified until late in the design in process. The goal to drive growth is to reduce the elapsed time from start to close. If you can reduce the time to close new business you can grow faster and make time a competitive advantage by aggressively getting information and assistance to customers so they select you before your competitors even get started.
GET THE TEAM FOCUSED ON WINNING THE BUSINESS THAT BRINGS MORE VALUE TO THE COMPANY
- This metric captures the average annual revenue (ARR) for opportunities that the team is working on. When you drive sales to find and engage in higher-value opportunities, you get the organization working on things that bring more value without having to increase the number of people. This improves revenue, prioritizes the more valuable programs over low-value opportunities and keeps costs down on the business you are working to win.
DRIVE REALISTIC OPPORTUNITIES AND FOCUS THE TEAM WHERE IT WILL MAKE A DIFFERENCE
- You want people focused on what is realistic. This metric lets you analyse how many new opportunities you are investing in have a good chance of winning by keeping track of what you’re winning compared to what is just being dropped. Setting goals on this helps keep you focused on good new business and pushes revenue up and cost down by keeping you from wasting organizational time on unrealistic opportunities.
JUST IMAGINE WHAT WOULD HAPPEN IF YOU WON MORE OF THE OPPORTUNITIES YOUR TEAM IS WORKING
- Your team only has the time to work effectively on a limited number of customer opportunities. If you can improve the % you win, you get to increase revenue faster and grow faster. You also get more revenue $ per salesperson so your cost of sales is lower. We would like to show you our models that show that a 10 % improvement in % wins along with a 10% improvement in the value of the opportunities sales is working on and a 10% reduction in the time it takes to win will drive an increase your revenue of 48% per man year for your sales investment. NEHANET enables you to capture this growth opportunity.
You can get complete visibility and control of the sales process, forecasting, the AOP, and winning new business or penetrating critical strategic customers with NEHANET’s CRM platform. NEHANET not only enables proactive management of the sales process but also takes ownership in achieving the financial outcomes you should expect from a business partner.