Business Development - Is it being lost in recruitment?

Chris KendrickSales Director

Transactional vs Strategic

Quicker and easier to execute

Customer buys on Price not Value

Order taking

Activity & KPI driven

Transactional

Strategic

Sales Process or Methodology?

Methodology – the choice is yours….

Is there a Budget signed off and in place? Is the price right?

Authority – do they have it? If not who does?

Is the need defined and confirmed? Any chance of scope creep?

Timing – when is this decision going to be made? Any delays possible?

Lead Qualification

Only 25% of leads are legitimate and should advance to sales

(Source: Gleanster Research)

Companies that excel at lead nurturing generate 50% more sales ready leads

at 33% lower cost. (Source: Forrester Research)

Qualify and Nurture

Which Process?

Sales Process

Final Proposal

Presentation

Decision Date

Debrief

Close

Sales Team

Proposal

Internal Review

Submission

Propose

Customer Need

Stakeholders

Proposed solution

Competitors

Develop

Increases effectiveness and productivity

Build your sales framework based on

Proven industry best practice and sales methods

Top performers within your business

Confirm roles and responsibilities of Sales Teams and Management

Recruiters and salespeople have a clear process to plan and execute

Management are able to manage and coach recruiters and salespeople

Build it into your chosen technology for easy adoption and visibility

Sales Mapping

Visibility

Capture it

Measure it

Manage it

Improve it

Technology enablement

How it might look..

Sales & Marketing Automation

Expected Outcomes

Chris Kendrick – Sales Director

chris.kendrick@mercuryxrm.co.uk

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