The sales process needs to be measured objectively

Progress is just best guess

One of the problems with Sales and the Sales process is the biased and subjective estimation of the progress made in the sales process and funnel.
This is mainly because the feedback originates from the person who is selling and thus personally involved in the sales process.
Very biased – very subjective.

Sales cannot ask the potential customer to fill out a form, in order to inform them objectively about progress of the sales process.

Measuring sales progress on the Internet

Measuring sales progress objectively would be possible if you could make a link with the Internet
On eBay any seller can see the bidding, and thus knowing about the sales process.
Like this one eBay:

Still the video gives you the picture, as on the Internet everything can be registered and thus measured.

Measuring the progress

If Sales could measure or capture independently through a different channel without being noticed:
- The level of interest of a potential customer
- The changes in level of interest of a company
The lead qualification and funnel could be based upon more exact data than the currently complete subjective salesman information.
Lead management would become real easy.

Measuring tool

The potential buyer will visit your website before and during his buying cycle. This is how the buyer leaves measurable information behind:
- The pages visited
- The time on pages
- The duration of his visit
- The number of visits
- The number of unique visitors from the potential buying company.
- The interval between two visits
- The frequency of visits

This is what LEADSExplorer provides for every potential customer company:
- The level of interest
- The changes in level of interest during the sales process presented graphically
- The interest in detail based upon the pages visited and the search terms used aggregated by company.
- The effect of the communication messages, telephone calls and meetings upon the sales process on a chart.

Don’t rely anymore on subjective information.
Get an objective measurement of your sales processes, as you too need to know the progress of your sales processes.