{"id":16393,"date":"2020-01-28T12:39:02","date_gmt":"2020-01-28T17:39:02","guid":{"rendered":"https:\/\/blog.tmcnet.com\/blog\/rich-tehrani\/?p=16393"},"modified":"2022-10-14T18:26:56","modified_gmt":"2022-10-14T22:26:56","slug":"faster-selling-and-accelerating-roi","status":"publish","type":"post","link":"https:\/\/blog.tmcnet.com\/blog\/rich-tehrani\/unified-communications\/faster-selling-and-accelerating-roi.html","title":{"rendered":"Faster Selling and Accelerating ROI"},"content":{"rendered":"\n

Maximizing ROI Performance as Fast as Your\nTechnology Solutions Change <\/strong><\/p>\n\n\n\n

Detailed in Exclusive PreConference\nCertification at IT\/MSP Expo<\/strong><\/p>\n\n\n\n

A Two-minute Read by Thomas B. Cross CEO – TECHtionary.com<\/a><\/p>\n\n\n\n

ROI-return on investment is a complex process that is not the same for everyone nor every company. ROI is just one of many ways to measure the performance of an organization, team or even individuals. Golf games, bowling, tennis and other kinds of sports give us one kind of benchmark against us and others.\u00a0 In organizations especially sales personal and team performance measurement is critical.\u00a0 However, building an ROI model for performance is more than one customer sale or even group effort. Coupled with marketing messaging often focused on “discount pricing” it is less useful when trying to sell larger businesses and does not help with increasing ROI efforts.<\/p>\n\n\n\n

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As you are beginning to see is that the entire sales team, marketing, compensation, recurring revenues and other factors makes building a high-performance ROI-driven sales strategy more challenging than ever. Compounding this are reports of technology sales staff quitting in less than a month on the job and overall staff turnover exceeding 100% in less than six months (in separate reports one company reported 144% turnover and another 160%). Competitive inroad is also increasing at an exponential rate. This drives home even more than every company, team and manager(s) needs to have its own ROI and measurement performance efforts.\u00a0 My favorite form of ROI is reducing the sales cycle.\u00a0 Let’s explore for a moment if a company is generating, for example, $6 million a year this means that $500,000 in sales must solve each month.<\/p>\n\n\n\n

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This also means that every week $125,000 of solutions must be sold.\u00a0 If, however, I can shorten the sales cycle by even one day this means an additional $25,000 of revenue can be added or $100,000 for the month and another $1,200,000 for the year along with a significant increase in ROI.\u00a0 You can adjust this based on your own sales but you can see breaking down sales into days you can see what you need to do to achieve your goals.\u00a0 But how do you reduce the sales by one day or even more?\u00a0 This is rather complex because you can’t eliminate holidays, weekends, staff vacations, limited time of day sales calls and many other things.\u00a0 You can, however, engage with customers in different ways that can reduce the sales cycle.\u00a0 <\/p>\n\n\n\n

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