Sales Process Consulting

Opportunity Management Optimization

All businesses use some form of Opportunity-to-Close (OTC) processes to close deals, capture orders, and improve sales forecasting. Not all businesses have formalized processes, and many have not documented them. Certainly, many have failed to optimize sales opportunity management processes.

As businesses grow, OTC sales processes tend to evolve or morph to meet the changing business needs without an eye towards the future or the bigger picture. Such may be true for your sales processes used for handling customer inquiries and converting them to orders. The results can mean inefficient and inconsistent opportunity screening, slow and cumbersome proposal processing, and irregular proposal follow-up, leading to poor or unmeasured hit rates, shrinking margins, and long sales cycles.

Opportunity-to-Close sales processes, in their simplest definition, are the steps performed from the time an opportunity is identified to the point where a customer has released a purchase order for a supplier's services. Organizations without formalized or documented sales opportunity processes are far more likely to experience longer than necessary sales cycles than organizations that use documented sales processes. In addition, sales backlogs are generally weaker for those organizations that do not have specific and defined processes and steps in place for converting opportunities.

Hi. I'm Scott Trunkett, Certified Sales Coach and sales process expert with extensive real life experience in diagnosing opportunity management processes. I work with sales and marketing executives to develop a thorough understanding of their customer buying processes, and facilitate the development and implementation of explicit sales, marketing, and follow up processes to improve the efficiency and output of their opportunity management processes.