ShedTitans Technical CFO for the Shed Industry The shed-industry practice of CodeHaus

02 Sales

Is your sales function predictable or just lucky?

Inconsistent sales usually comes from a system problem, not a motivation problem. These questions tell you whether your results come from a process you can repeat, or from luck.

How hard is it to get these numbers?

Seven questions. For each one, pick how hard it would be to get the answer today. Then I'll email you what your answers mean and where to look first.

1. How far off are your sales forecasts 30, 60 and 90 days out?
How to find it

List your open quotes by stage. From last year's numbers, work out what share of quotes at each stage turned into sales. Then compare the forecast you'd have made 90 days ago with what you actually sold.

2. How far do each salesperson's results swing from month to month?
How to find it

Chart each salesperson's monthly sales for the last twelve months. Look for the roller coaster: one month up, two months down. When everyone shows the same pattern, the cause is the system, not the person.

3. What share of leads get a timely, complete follow-up?
How to find it

For 30 days, measure how fast each lead hears back (within an hour, four hours, a day, or longer) and whether the follow-up was one contact or a full sequence. Compare conversion rates across those groups.

4. How long does it take to know whether a new salesperson will make it?
How to find it

Look back at your sales hires over the last three years. For each one, note when you first suspected a problem and when you were sure. If it took longer than 90 days, you're finding out too late.

5. What share of customer conversations get recorded in your CRM?
How to find it

Pick ten customers who bought last month. Open each one in your CRM and check whether every call, quote and follow-up is there. Count the conversations that aren't.

6. What share of your closed deals have a written reason for the win or loss?
How to find it

Go through last quarter's closed deals, won and lost. For each one, check whether the reason is written down. If you can't see a pattern in why you win and why you lose, you're missing the best information you have about your competition.

7. How many times in the last 90 days did sales promise what production couldn't deliver?
How to find it

Go through 90 days of customer complaints and internal arguments. Find every case where sales promised a delivery date, a feature or a service that production couldn't meet. Count them, and estimate what each one cost.

Or I check it for you

In the audit, I pull the sales numbers out of the systems you already run, talk with whoever is closest to them, and check them against your books. Many findings come with a dollar figure, and those go to the top of the list. Some don't, and I won't make one up.

Two weeks, $3,500 flat. If by the end of the first week I can't get to the data I need, I'll tell you then and refund the fee. You walk away with the build order, whether you ever hire me again or not.

Talk to Matthias about the audit