Updated: Jun 30, 2018
There was a time when people thought heavier objects fell to the Earth faster than lighter objects. It is easy to see why. A rock does fall faster than a feather, but a big rock doesn't fall faster than a pebble. Today, we know all objects fall at the same rate. We even know the rate of acceleration.
We know more about gravity today because we have measured it. We have even measured the effects of gravity on light.
Lord Kelvin said it well:
"I often say that when you can measure what you are speaking about, and express it in numbers, you know something about it; but when you cannot measure it, when you cannot express it in numbers, your knowledge is of a meagre and unsatisfactory kind."
There are many sales leaders who cannot express the problems plaguing their sales process in numbers. They cannot because they haven't measured it. There are two things every sales organization needs to know:
The percentage of prospects that fall out of the process at every stage.
The average time each prospect stays in a stage (standard deviate is also helpful).
When sales leaders can express these in numbers, they can address bottlenecks within their sales process. They can improve results. Without this information, any attempts to improve will be based on guesswork.
Sales Process Engineering is the methodology that builds an effective and efficient sales process. It also incorporates measures for continuous improvement. Sales Process Engineering is the first step for improving sales results and staying one step ahead of your competition.