Accelerate Your Sales Cycle With a Customer Hiring Plan
In a previous blog post, Accelerating Your Customer's Hiring & Buying Process, I shared ideas on how applying project management principles including the use of a tool like the customer hiring plan can accelerate the customer buying process. If you recall, a customer hiring plan is a plan that accounts for all of the tasks and events that must be acted upon and completed including the decisions that must be made by you and your customer from the time the job order is qualified until the consultant’s first day of work. Not only does it account for all of the tasks, activities and events but it provides a timeline in which all must be completed by in order for the customer to start seeing business results in the time frame in which they need and expect to see them. Below I share with you infographics that highlight the benefits to both the customer and the salesperson for adopting a customer hiring plan.
What strategies are you and your team deploying to accelerate the sales cycle? What tools and methodologies are you apply to prevent stalled sales cycles? Let's start a conversation in the comments secion below.
About Dan Fisher
Dan Fisher is founder and owner of Menemsha Group, a provider of sales enablement solutions dedicated to helping IT staffing firms improve win rates, shorten their sales cycle, and increase revenue per sales rep. Since launching Menemsha Group in 2008, Dan has consulted with over 200 IT staffing firms and has invested over 5000 hours coaching IT staffing sales reps. He’s authored is his own proprietary sales methodology and has previously spoken at Staffing World, TechServe Alliance and Bullhorn Live 2012. Prior to launching Menemsha Group, Dan spent 16 years in the IT industry running local, regional and national sales teams. Dan worked for Kelly Services, Oracle Corporation and Alliance Consulting. Dan currently resides in Boston, Ma.