Susan Taker, Sales Manager of InnovaGas, a subsidiary of Innova, the leading industrial gas producer, is thinking about how she could increase the share of new sales by implementing a simple, effective strategy by the end of this month.
Susan wants to help her salespeople to increase new sales by using a management tool that enables them to define the certainty of closing sales.
By factoring in the success change and adding up all the potential, Susan would get the best forecast of the new business for the rest of the year.
If the salesperson can influence the chance of success and reduce the time to get the sales project on-stream by using the management tool, then these visits become the priority sales action for 2020.
The POS Checklist
That’s why RapidKnowHow created the POS Checklist to help Susan and her team to succeed.
| POS Steps | Weight % |
|---|---|
| POSITIONING | 10% |
| InnovaGas Introduced to Buying Group | 3% |
| Opportunity Discovered | 7% |
| DISCOVER | 15% |
| Competitor Status Known | 2% |
| Existing Volumes Known | 2% |
| Current Price / Costs Known | 3% |
| Hardware Equipment Needs Defined | 2% |
| Decision Makers and Influencers Identified | 3% |
| Problem Solving Script Used | 2% |
| Current Customer Needs Defined | 3% |
| Product Questionaire Completed | 3% |
| BUILD | 20% |
| Customer Problems Analyzed | 3% |
| Needs/ Capabilities Matched | 3% |
| Decision Makers and Influencers Involved | 3% |
| Budget Constraints Identified | 3% |
| Application Demonstrations Made | 4% |
| 3-year Potential Analyzed | 4% |
| Needs/Opportunities Confirmed | 5% |
| PRESENT | 25% |
| Closing Strategy set | 4% |
| Quotation Made | 4% |
| InnovaGas References Utilized | 4% |
| Customer Accepts Business Case | 5% |
| Customer Committed to Change | 8% |
| CLOSE | 30% |
| Letter of Understanding Signed | 5% |
| Contract / P.O Signed | 10% |
| Start-up Date Fixed | 15% |
| Total (estimate of certainty) % | 100% |
