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Sales Training America is a world class sales training and custom development training company specializing in sales training and sales skill development of our client's sales force. At Sales Training America we help our clients improve their sales profitability through the development of their sales management and sales efforts through SalesForce.com implementation. Sales Training America offers both public (open enrollment) sales training seminars well as the development of customized sales systems and sales seminars for Fortune 1000 companies across United States and Canada.

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Sales Training Seminar: 5 Ways in Which a Proposal System Can Increase Sales

A proposal system is a little known and little-used way of increasing sales. Below, we explain how a it works and how it can have such a positive impact on sales.

A proposal system is a library which stores discrete portions of text, prices, product information etc. and from which the user can select, at the click of a mouse, the information, prices, quantities, products, customer testimonials etc. applicable to the client. The system will then assemble a well-laid out proposal in a few seconds, saving on time and increasing the quality of output.

So, how does a proposal system increase sales?

Our experience shows there are 5 ways in which a proposal system has a positive impact on sales.

1. Quality of presentation increases win ratios & the value of the sale

It's a fact, buyers respond favorably to quality proposals that meet their expectations.

Producing a quality proposal is, generally, beyond the abilities of most sales people who far prefer to talk and present, and loathe writing reports, proposals etc.

An automated system, which virtually eliminates the chore of writing, and whose output stands head and shoulders above the typical cut and paste type document, is proven to increase sales win rates.

In other cases, users have seen the average value of their sale increase substantially following the introduction of a proposal system.

2. Every prospect gets a proposal

The most discouraging thing to a sales person, after a week of appointments, is the thought that a number of those clients have requested a proposal. And, do you know what? There is never enough time left to ensure every last prospect gets that proposal. So, the sales person considers which opportunities are the most likely to succeed, and they get the proposals.

An automated proposal system removes the time constraints and, what took hours, now takes minutes. Users have seen their proposal issuance numbers soar, and their sales soar correspondingly, too.

3. Increase in productive time is spent selling

Sales people are notoriously unproductive. The Industrial Performance Group Inc's survey of 1,502 salespeople from 17 industries found that just 38% of their time was spent selling.

One area where time was lost was proposal writing, which 95% of sales people disliked anyway*.

Eliminating the time spent writing proposals has an emancipating effect on sales people, freeing them up to spend more time with customers and removing the dreaded task of drafting proposals, which is their 'reward' for a successful appointment.

Michael Gerber - E-Myth Revisited.

4. Minimizing proposal writing is a motivating factor for salespeople

Motivated sales people do what they do best - sell. So the smart thing to do is search for the things which de-motivate, and eliminate them. Proposal writing is a big de-motivating activity. Minimize the task by implementing an automated proposal system, and your sales people will flourish, with a consequential positive impact upon sales performance.

5. Managerial oversight empowers leaders and influences sales

Often, the only way a sales manager knows what's happening is to ask the staff or request reports. Either way, sales people are distracted from their main activity.

The management reporting suite in a proposal system, on the other hand, gives managers the most up-to-date information of the sales activity on his / her territory. Even to the point of visibility of the exact products being proposed, and at what price.

Managers are empowered to intervene and coach, with the resulting positive effect on sales.

What is proven is the positive effect a good proposal system can have on sales, as the 5 ways, enumerated above, clearly demonstrate.

Source: Colin Potter link

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