This sales organization was able to increase its efficacy significantly during the 12-week implementation phase ...
This sales
organization was able to increase its efficacy significantly during the 12-week
implementation phase. Originally, 25% of all offers made lead to the conclusion
of a business deal. This rate could subsequently be doubled to 50%. All in all,
the following goals were achieved:
- 40% of all initial contacts led to the
conclusion of a business deal
(to date:
15%, factor 2,7)
- 50% of all offers presented led to the
conclusion of a business deal
(to date:
25%, factor 2)
- 59% of all contacts on the phone led
to an appointment
(to date:
32%, 1,8)
For the overall sales process, this means: To
date, 100 initial contacts on the phone led to 5 new clients. Following
conclusion of the implementation phase, this number rose to 35, meaning
efficacy could be improved by a factor of 7.
Before:
After:
