Measuring Sales Potential

by Dave Kahle

Effective salespeople and sales organizations understand the value of collecting good information about their prospects and customers.  Good information leads to good decisions. Measuring sales potential in each account is something the most effective salesperson will do with every prospect and customer.

We’re all aware, it’s the Information Age.  We see evidence of that everywhere we look.  There is one place, however, the Information Age seems to have skipped – the routines and habits of the outside salesperson. Far too many salespeople have ignored the power of information to add a powerful and productive element to their strategies.

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One specific example of this is a piece of information that can, by itself, help you become more effective – the sales potential of an account.  In other words, the answer to the question: 

“How much can they buy?” 

This sounds so simple and so basic; you would think that everyone would have a way of collecting and using this simple piece of information.  Yet, in my 18+ years of doing this work, I have, on only one occasion, come into a company and discovered that they had a system for collecting and using “potential” information.

Yet it is crucial to efficiencies at several levels in the business.  The salesperson needs to... READ THE FULL ARTICLE HERE.