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A general business Sales Analysis is designed to provide objective insight into different aspects of your sales situation. While many, expensive software products have failed to provide this powerful tool, we thought it an essential part of the Sales Manager product suite and have added extensive capabilities into the new releases.
The sales analysis capabilities of the Sales Manager suite can help you determine the prospects for winning (or losing) a sales opportunity during each stage of the sale. As we go through any sales situation, our analysis of that situation is more of an art than a science, and our judgement is called into play on every aspect of the sale. We should be aware of our position (and our competitor's position !!) on a variety of the different issues surrounding the sale. A complete sales analysis can be regarded as a summary of several individual judgements. The Sales Manager products provide simple ways to record and change these judgements.
Gauged Analysis
In the Gauged Analysis you provide five judgements (i.e. set a value that represents your judgement ) and see the five judgements in a gauge and text summary. In addition, you see an overall analysis value - a number between 0 and 100 that is the internal representation of the analysis. e.g.
Gaugged Analyses run from Very +ve (Positive) through to Very -ve (Negative).
The Gauged Analyses are:
Gauged Analysis
Analysis Objective
Judgements Considered
Rating
Is the sales opportunity worth pursuing?
Location,
Financial Condition,
Funding,
Timeframe,
Compelling Reason
Solution Impact
What is the impact of our solution to the customer?
Features,
Pricing,
Compatible,
Buzz,
References
Competitive Solution Impact
What is the impact of our competitor's solution to the customer?
Features,
Pricing,
Compatible,
Buzz,
References
Sales Impact
What is the impact of our sales efforts on the customer?
Relationship,
Momentum,
Alignment,
Dominance,
Politics
Competitive Sales Impact
What is the impact of our competitors sales efforts on the customer?
Relationship,
Momentum,
Alignment,
Dominance,
Politics
Summary Analysis
Several other sales analyses are derived from the judgements provided and are presented as a text summary. These analyses are
Summary Analysis
Direct Analysis Objective
Judgements Considered
Position
Is our solution and sales strategy working effectively?
Solution Impact:
Features,
Pricing,
Compatible,
Buzz
References
Sales Impact:
Relationship,
Momentum,
Alignment,
Dominance,
Politics
Competitive Position
Is the competition's solution and sales strategy working effectively?
Competitive Solution Impact:
Features,
Pricing,
Compatible,
Buzz
References
Competitive Sales Impact:
Relationship,
Momentum,
Alignment,
Dominance,
Politics
Advantage
Are we ahead of our competition in this opportunity?
Solution Impact:
Features,
Pricing,
Compatible,
Buzz
References
Sales Impact:
Relationship,
Momentum,
Alignment,
Dominance,
Politics
Competitive Solution Impact:
Features,
Pricing,
Compatible,
Buzz
References
Competitive Sales Impact:
Relationship,
Momentum,
Alignment,
Dominance,
Politics