About 10 years ago I was working for a US-owned company that was seeking to expand the number of customers for its niche logistics software product.
Typical with complex enterprise products, the sales cycle was slow..
About 5 months into the assignment, my sales manager became agitated, because his boss (and probably a few others) were keen to see what progress the global sales team was making. Sales had been slower than predicted.
You might find yourself in a similar situation with your investors.
I responded by outlining my process for prospecting and building up opportunities. I also shared a copy of the hundreds of letters and phone calls I had been making.
Everything was there for them to see what I had been doing.
After reviewing my activities and opportunities, my manager was satisfied that I was on the right track.
In summary:
- Draft up your sales approach. Outline how you will get your sales targets.
- Keep a track of all your activities that are designed to lead to sales.
Remember that the right activities lead to sales. It’s as simple as cause and effect!
