BRX Pro Tip: Sales Bottlenecks
Stone Payton: Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, we’ve done a great deal of introspection lately as we continue to scale the network. And I think I have discovered that I’m the bottleneck on a lot of things. But let’s talk specifically about identifying sales bottlenecks.
Lee Kantor: Yeah, it’s so important to really audit your sales process from time to time to identify bottlenecks, to see where things are kind of bogging down and where things are going well. All sales processes have kind of similar components that you have to track the leads, you have to track recommendations, track the S’s, track the payments, and you got to determine, where are things getting stuck? Do you need more leads? Are you consistently filling the top of the funnel? Or is your lead generation drying up? Are you recommending a solution enough? Are you confidently making recommendations tailored to your prospects needs? If prospects aren’t engaging with your recommendations, are you evaluating the messaging, and how you’re articulating the value? Are your prospects ghosting you after they say yes?
Lee Kantor: All of those things require some effort and digging in to make sure that you are kind of fixing the problems, the holes in your swing that you’re having while you’re having it. So, it’s important to follow up diligently. And sometimes, delays happen internally or due to unresolved concerns. But by identifying and addressing these bottlenecks, you’re going to accelerate deal flow, you’re going to improve your conversion rate, and you’re going to be able to boost your revenue predictably. So, you got to stay on top of it. You’ve got to identify the bottlenecks when they happen, and you have to fix them when you’ve identified them. So, look at your sales process, look at all aspects of it. And then, one by one go through each element and try to unclog those bottlenecks.
