Sunday, April 24, 2016

What's Your Average Sales Cycle?


What’s your average Sales Cycle?

90 Days?  120 days? 180 Days?  Longer?  Really depends on your industry.   In the telecommunications arena where I have spent my career, the transition to internet based voice and cloud based data has pushed us towards the 180 day mark.


Accepting the fact that the sales cycle is this long is your first step to making the timeframe work for you.  Once you have resigned yourself that the customer’s new service will take 6 months to get installed, the next question becomes “How do I get paid for my efforts?”  Six months is a long time without a paycheck.

We all know the sales manager pitch “Keep your funnel full and deals will close each month.  Anything less is not enough activity”.  I guess that’s partially true but in some sections of the telecom industry, there is far too much background work required for a sales professional to keep up the level of activity to have a large deal close every month.

Working in the Channel, my focus has been on agent sales for the last 25 years.  An agent often sells many products, offered by many different suppliers.  Managing all the different offerings, timelines, quoting processes, order paperwork, etc. can be daunting.

Independent sales agents work hard, leveraging personal relationships, business relationships, referrals, past job connections, industry peers, and other various prospecting techniques to find a new customer.   Add in the face to face meeting with the prospect, the info gathering effort, design work across multiple suppliers, presentations, decision making time, contract review, provisioning, installation, cutover, and customer training, time is at a premium for the agents prospecting efforts.  I know very few agents who can manage all of these needs well enough to close a large deal every month to sustain their income.

So how do the successful agents keep consistent revenue growth coming into their agency?  The #1 technique involves shortening the sales cycle and getting commissionable products on board immediately.

I have developed a highly successful technique to provide a “Roadmap to New Technologies” and give the independent agent an opportunity to have commissionable services installed within 14 days, and commissions in the bank within 30 days. 


Using my company’s network services, we provide our agents the opportunity to turn a prospect into a revenue producing customer without interfering in the long term solution.  In fact, we make the transition easier, providing a clean, electronic inventory on all current services, in one concise invoice, available on a state of the art web portal.  All with $0 cost to convert, and no term or volume commitment to sign.  When your new solution is ready to cut over, simply send me an email and let me know which services to disconnect.

One of the key advantages we can give you is building credibility with your new customer.  Rarely are you the only bidder on a project, but using my services allow you the opportunity to show a client what your agency is able to deliver, while others are talking solutions that won’t be installed for 6 months.  You’ve cleaned up their inventory, consolidated their billing, and typically saved them some money while doing so.  All without requiring a contract!  My solution is delivered on a month to month basis.  Best guess is you’ll be the only sales professional in the bidding with this advantage in your sales kit.  And we'll pay you for it!

This approach has allowed my agents to gain a 30% growth in commissions from my company over the last 12 months and it shows no sign of slowing down.

I‘m happy to share more information on how you can take advantage of this technique and see more commissions flowing into your bank account within 30 days.

Drop me a note at dave@davehanron.com or on Twitter at “@DaveHanron”


53 comments:

  1. The advantages and points of interest of enrollment process outsourcing are numerous, and Corporations worldwide are progressively embracing it to increase the value of their worker and ability pool.RPO services

    ReplyDelete
  2. Gone are those occasions when the expert work was constrained to workplaces as it were.DCS Telecom

    ReplyDelete
  3. If you are planning to outsource somebody for your blog, might as well get the whole package. There are outsourcing firms out there that specializes in Internet marketing that you can take advantage of.Online lead generation

    ReplyDelete
  4. We need all the more such articles that we can read with such excitement.
    Dissertation help uk

    ReplyDelete
  5. A cycle route along a cycle trail usually means that you can cycle along a stretch of a cycle route which is dedicate for cyclist's use and is normally 'traffic free' , enabling the cyclist to cycle along the route in relative safety.
    bicycle reviews

    ReplyDelete
  6. I'll review this blog as An and it demonstrates how much exertion has been put into this.
    essaywriters

    ReplyDelete
  7. For a couple of dollars you can download a sales instructional class and begin taking activities today that could totally change your life. sales process

    ReplyDelete
  8. loans without guarantor

    You have made some decent points there. I checked on the web to find out more about the issue and found most individuals will go along with your views on this site.

    ReplyDelete
  9. I have read your blog it is very helpful for me. I want to say thanks to you. I have bookmark your site for future updates.
    Corporate Training Courses

    ReplyDelete
  10. Nice to be visiting your blog again, it has been months for me. Well this article that i've been waited for so long. I need this article to complete my assignment in the college, and it has same topic with your article. Thanks, great share. מה זה יחסי ציבור

    ReplyDelete
  11. Thank you for taking the time to publish this information very useful! קורס מכירות

    ReplyDelete
  12. Dave, thank for the structured information.
    Besr Regards,
    Jeny from Appus

    ReplyDelete
  13. Really I enjoy your site with effective and useful information. It is included very nice post with a lot of our resources.thanks for share. i enjoy this post. קורס מכירות

    ReplyDelete
  14. In any case, with instructing in the wake of training, despite the fact that there is a slight plunge directly in the wake of training, the sales individuals who got instructing continue showing signs of improvement and better outcomes.cold call script

    ReplyDelete
  15. In the event that you factor in the genuine expense of training, which incorporates the expense of taking reps off the street, flying them to a focal area, lodging and sustenance, just as the expense of keeping up a training division, you are spending a huge amount of cash with insignificant return.best cold call script

    ReplyDelete
  16. A large portion of the organizations having Salesforce actualized in to their business can be primarily grouped in to three classes. salesforce for donations

    ReplyDelete
  17. The most durable of sales organizations are those that employ a hybrid technique, employing a mix of both direct sales personnel and manufacturers' representatives. social proof tools

    ReplyDelete
  18. I must say, I thought this was a pretty interesting read when it comes to this topic. Liked the material. . . . . http://home2bis.com/sales-course/

    ReplyDelete
  19. Thanks for sharing this such an informative and useful blog and beneficial. Laravel is the best content management system(CMS), which is used to create e-commerce and custom web application development. So if anyone starts a business, contact good Laravel web development services provider company
    IoT app development company
    iPhone application development company
    iPhone application development company

    ReplyDelete
  20. Home improvements are reparations, renovations or any such activity done to increase the resale value of the property. Homeowners typically choose to loan to fund this project instead of drawing money from their own pockets immediately. Getting such kind of financial help has a lot of benefits. Buy SolidWorks 2020 SP1

    ReplyDelete
  21. Get started with wales ahead nearly every planking. Ones wales truly are a compilation of huge planks one particular depth advisors certainly is the identical to the entire hull planking however with even larger density to successfully thrust outward beyond the planking. planking what does solidworks cost

    ReplyDelete
  22. You are mistaken. Let’s discuss it. Write to me in PM, we will communicate. cheap cad software

    ReplyDelete
  23. I genuinely enjoy your web page, however I’m having a difficulty: anytime I load one of your post in Safari, the right of the webpage is screwed — it is strange. May I mail you a screenshot? Anyways, continue your good job; I truly appreciate reading you. 먹튀스토어

    ReplyDelete
  24. There’s no doubt that, if they are not to the restricts, next lifetime may not cap one to take part in the boundary. 먹튀사이트

    ReplyDelete
  25. It is very tough to keep up the sale. But you need to handle the customer properly to continue and increase your business. So hire professional from call center near me to give customer services.

    ReplyDelete
  26. You have some real insight. Why not hold some sort of contest for your readers? 먹튀

    ReplyDelete
  27. This is really a nice and informative, containing all information and also has a great impact on the new technology. Thanks for sharing it, 50 instagram likes uk

    ReplyDelete
  28. Online Class Hub is an association of professionals dedicated to serving students save capital and simplify their careers.

    ReplyDelete
  29. When seeking ways to increase sales, most sales managers and business owners tend to focus on improving the close ratios. International Sales Leads

    ReplyDelete
  30. If you enjoy the open seas and you have always wanted to free yourself of the hustle and yachts for sale congestion of the urban lifestyle then you might want to check out some luxury yachts for sale.

    ReplyDelete

  31. Paper Lords is one of the leading academic paper uk provider agencies in the United Kingdom.
    We have been offering our services in the market for over 5 triumphant years.

    ReplyDelete
  32. It is not only about certification Salesforce but, also about the knowledge and understanding gained through the extensive training courses. Salesforce training in Chennai

    ReplyDelete
  33. Wales Publications is a research publishing solution provide best Publication Research In UK
    in all issues from research to the journal publication are catering in your discipline based on your requirements.

    ReplyDelete
  34. KNP offers every kind of Best publishing resources UK
    related support by providing the best possible services to scholars. Our resources will help you manage, enhance, and organize your
    researches, conferences, library support, monologues, and documentation support to both governmental and non-governmental organizations

    ReplyDelete
  35. KNP offers every kind of Best publishing resources UK
    related support by providing the best possible services to scholars. Our resources will help you manage, enhance, and organize your
    researches, conferences, library support, monologues, and documentation support to both governmental and non-governmental organizations

    ReplyDelete

  36. Finest [url=https://www.dukeandlordpublishers.com//]Duke and Lord Publishers [/url]
    to give quick recognition in top-tier journals, best editing services, reliable resources to authenticate the research publication

    ReplyDelete
  37. The third segment of responsive design includes the utilization of CSS or a dynamic resizing capacity to make adaptable pictures, recordings and other substance.Webdesignlab.be

    ReplyDelete
  38. Pro Dissertation Writing is here to provide quality Best Dissertation Writing Services UK to help students getting over the pressure situation. Pro Dissertation Writing is one of the best Top UK Writing Services providing companies based in the United Kingdom. We are offering our dedicated services for over a decade, ensuring to deliver the best quality academic writing dissertation drafts.

    ReplyDelete
  39. At long last, authenticity is the last point of view: A customer finds the opportunity to meet a wide range of computerized advertising organizations impacting the market by means of SEO. Webdesign

    ReplyDelete
  40. In case you're hoping to get yourself on the primary page of Google's list items quickly, this SEO manage isn't for you. Webdesign

    ReplyDelete
  41. So for what reason would organizations decide to purchase clients instead of discovering them themselves. The appropriate response might be that they don't have the ability to run sales securing groups, and part of the explanations behind that issue could be the manner in which they characterize the job of the sales individual. Seoleadgeneration.be

    ReplyDelete
  42. Paper Lords provide one of the best Academic Writing Services in UK. Paper Lords is offering Best Assignment Writing services across the United Kingdom. Paper Lords provide one of the best Essay Writing Service . By delivering a number of coursework writing service in UK, Paper Lords have become a top coursework writing service provider in the UK.

    ReplyDelete
  43. Pro Dissertation Writing is here to provide quality Best Dissertation Writing Services UK to help students getting over the pressure situation. Pro Dissertation Writing is one of the best Top UK Writing Services providing companies based in the United Kingdom.

    ReplyDelete
  44. Organizations influence digital channels, for example, Google search, web-based media, email, and their sites to associate with their flow and forthcoming clients. Webdesign bureau

    ReplyDelete
  45. You must be 100% dedicated to training and developing your staff and raising their performance from regular employees into high performing leaders who are energized, alive and connected with your customers. Salesforce training in Chennai

    ReplyDelete
  46. Fox Chamber developers offer a wide range of customized solution services of mobile app development services and deliver great mobile app development services.

    ReplyDelete
  47. Anything involved in the production of a Web Design Agency is referred to as web development services Fox Chamber provides the Best Web Development Services to its clients.

    ReplyDelete
  48. Skip Hire Leeds offers the best price skip hire in Leeds Guaranteed. Our Price Promise ensures that we beat any like for like skip hire quote. Compare Prices Now!

    ReplyDelete
  49. There is likewise a typical conviction that the alleged abundance of data gave in the organizations CRM framework will empower the new sales individual to comprehend, and explore, what has occurred in the past around finding and holding clients. dealer ops in Missouri & Kansas

    ReplyDelete