Sales story: What I have learnt from sales reps? - 07/24

Between 2012 and 2015 I actively supported sales efforts at KPIT and eInfochips (An Arrow Company). Our routine involved passing prospects to sales reps. Interestingly, sales reps exhibited heightened interest during the proposal stage of the sales cycles. 

(This is the sales cycle: 1. Prospecting (10% chances of conversion) 2. Lead nurturing 3. Qualification 4. Value proposition and demo 5. Commitment & Negotiation (90% chances of conversion) 6. Close the deal 7. Post purchase & Retention). 

During the proposal phase, sales reps went above and beyond to secure deals. They understand very well meaning of "Opportunity only knocks once". Even if a deal didn't materialize, they maintained a warm relationship with the prospect, hoping to convert them into a customer later. 

However, other teams (such as project delivery, data engineering, customer service), face less visible opportunities. For instance, handling adhoc analytics requests or creating additional dashboards requires these teams to adopt a sales mindset. By acting like sales reps during the proposal phase, these teams can contribute to company's revenue and nurturing the client with additional support.

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