Sales Analysis - Sales Impact

***** Software On Sailboats Desktop Sales Manager v6
***** Contact management software, sales automation software, CRM software

The following example assumes you are a sales executive for Rhythm and Blues Services - a mythical professional services company that provides equipment and services to the professional touring musician. The example pipeline is based upon the Standard template, and uses either the Eastern Area or Western Area example pipelines that were installed with this program.

The Sales Analysis tab Sales meter measures how effective we are at selling to this client. It also measures how effective our competition is in their efforts to sell to this client.

As in the Solution Impact example, let's consider a Rhythm and Blues Services example. One of our clients is considering whether to exercise their purchase option on the tour bus they have been leasing from us versus leasing a new bus from a bus leasing company. They like our bus and are comfortable with it, but leasing a new one avoids tying up capital in a purchase. In this case, let's look at how our selling efforts measures up against our competition's selling efforts.

Here is the Sales Analysis of our Selling Impact for this opportunity:

Our Solution Impact - Positive	Competitive Solution Impact - Negative
Relationship - Best Possible: We have provided great service to this band during their entire lease of this bus. They love us.	Relationship - Worst Possible: Fortunately for us, the competition has not been very responsive during the sales process, creating a very poor impression.
Momentum - Neutral: Our bus is "old news" and therefore not very exciting	Momentum - Positive: A new bus at a lower price-per-month has some sizzle - especially to the financial minds behind the band
Alignment - Positive: We provide a number of services that help make this band successful. Our success and their success are aligned in multiple ways...	Alignment - Neutral: This is the only transaction or service that our competition can offer to this band - they only lease buses.
Dominance - Best Possible: Our sales dominance is unquestioned.	Dominance - Worst Possible: Their sales team has walked all over themselves in this process. It couldn't be worse if they tried.
Politics - Negative: This decision is being influenced by the band's management company, highlighting the financial benefits.	Politics - Positive: The band's management company is almost selling this idea for the competition - in fact they are almost selling it in spite of the competitions's sales efforts.

Our conclusion is that we have a modest advantage in Sales Impact.

Software On Sailboats