In a brief video, SPI partner Phil McCrory explains why speaking a common language is a key factor when qualifying opportunities. Phil asks, “How many times does a salesperson come into their boss’ office and demand expensive resources? For example, pre-sale support, subject matter experts, a demo guy or even CEO.” He notes, “A primary role of a sales manager is to fight for internal resources to help move an opportunity forward.” But how does a sales leader allocate resources to the most qualified opportunities? “One way is to qualify each opportunity using a common language or process that is objective, measurable and consistent.” Phil concludes, “Most importantly, it should be a language that everyone in your organization understands and buys into.”
Learn more on how to get your team on the same page by contacting SPI today.