It’s hard, if not impossible, to optimize the productivity of a process when you can’t see what’s going on. Our clients use amacus, our sales productivity tool, to inform the choices that they make each day on how to spend their time and effort. It shows.
Consider the results achieved by one Sales Rep using amacus. Prior to using amacus, it was taking him typically 6 months to close each sale; each deal was typically 5-6 figures. His results from his 1st seven months using the tool confirm the speed + scope of the impacts amacus can have.
He gained the ability to sell at the cadence of each buyer + did so. After every conversation he emailed information so timely + helpful to buyers that they clicked to retrieve it. When he called buyers back after they’d clicked, they saw his efforts as so helpful that they took his calls. As a result, he:
- called and had sales conversations with 99 prospects.
- closed sales with 20% of those who he had a conversation with.
- after an initial learning period, got into a rythmn that ramped down the number of conversations he had to have to sustain his new close rate (see below).
- shortened his average sales cycle to just over 30 days.
- achieved all of the above without deflating his avg. deal size.
The moral of this story? Be helpful. Look for confirmation of how helpful you’ve been, based on how buyers respond (the inflection in their voices can be misleading; their behaviors never are). Be surprised by nothing. Learn from everything you do. Strive to improve, endlessly. Put this all together and it’ll be reflected in amacus’ Return-on-Effort metrics. You’ll not only see that what you do matters; you’ll discover how to do things in ways which matter more.
