How to create opportunities in a hybrid world

Watch on-demand: Fewer proposals, more sales

Fewer proposals, more sales

Next to revenue and margin, the proposal conversion rate is still used very often as a performance indicator. Yet studies have repeatedly demonstrated that this results in behaviour that can best be compared to acting like a rabbit caught in the headlights. Since the first lockdown, we have seen major differences in this indicator’s evolution. They are a logical consequence of the uncertainty in combination with the virtual character of sales.

These findings and measurements have enabled us to draw up a step-by-step plan that allows salespeople to improve their score and produce less proposals.

  • Why you should immediately stop using the proposal conversion rate as a performance indicator
  • What indicators are better to measure performance and enable managers to improve their leadership and coaching skills?
  • What changes are required to achieve better results with fewer proposals?
  • What competencies need to be improved to this end? 

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