Business
Development Report

Better Business Group can help you develop and implement an ‘Action’ Plan to help you achieve Next Year’s Goal, plus we can provide a practical and easy monitoring system to help you measure your progress.

Your Financial Goals are dependent on making the required number of sales, however, in order to achieve your sales goals you must obtain Leads, from which you will present either a quote or proposal to make a sale.

On this basis, you may wish to evaluate your Marketing program and make changes if required (see ‘Marketing – Leads required from which to make additional Sales’ below).

BUT ….

What if you could obtain more sales from the same number of Leads, Quotes/Proposals submitted? That is increase Sales (from ‘Quotes/Proposals’) Conversion Rate, in other words your Sales Success Ratio.

By increasing your Sales Success Ratio you will require less Leads to achieve your sales goal.

Consider the following.

Increasing Sales Success Ratios

Improving your Selling Process is a key component in making it easier to achieve your ‘Activity Goals’
which is converting more Leads, and Quotes/Proposals into sales.

Many business owners are not aware that ‘selling’ is like any other business function, it can be done
well, or not so well. We are all aware a business which does not have ‘systems’ will not do as well as a business who has ‘systems’, the same applies to ‘selling’, yet very few businesses have a system for ‘selling’.

I developed a system of selling which increased my sales success rates from winning just 3 from 10, to
winning 8 from 10 Quotes/Proposals submitted when I first developed the system. My clients who follow
the system have reported huge increases in sales without any extra effort.

Below I have shown the impact of making just 1 extra sale from 10 Quotes/Proposals submitted.

I suggest you evaluate the way in which you ‘sell’ to a prospective customer, what is your process? Do
you have one? And, does your method engender the ‘Know, Like and Trust Factor’ with your prospective
customers? Or, is your system just a case of meet, greet and provide a quote, or maybe a show and tell
process? If it is, then the opportunity to significantly increase sales, the value of the sale, and sell
more per sale, cannot be over stated.

Increasing your Sales Success Ratios can also impact on the following;

• Increase Gross Profit Margin.
• Increase the Average Sale Value

Quotes/Proposals required from which to achieve the desired number of sales.

First, let’s explain the difference between a Quote and a Proposal.

Depending on the industry you are in will depend on which of the two you should use in your selling
process. Some industries use both, for example, a business who sell kitchen renovations would use a
Proposal to ‘sell’ the kitchen, as it would be of significant value, but if a person simply wishes to
purchase a benchtop, and then a quote would suffice.

We can help you to evaluate which is the best solution for you and why we recommend our solution.

Marketing – Leads required from which to make additional Sales.

Earlier I mentioned in order to make Sales you must have Leads, and this is where Marketing comes into
play.

Marketing is what brings people to you, and Selling is what converts them to a customer, this applies to
any business including retail. Acquisition of Leads is marketing, and you will see from the ‘Activity’
goals you have a monthly Lead target. If you require additional Leads, the question becomes ‘How do I
obtain extra Leads?’.

We suggest you evaluate your Marketing, ask yourself – Where do my Leads come from? ‘How many Marketing
Pillars do I have to acquire Leads? How do I know which marketing mediums provide the majority of my
Leads? Knowing where your Leads came from is covered in the heading titled Monitoring.

Note: Marketing Pillars, these are the number of ways in which you
market your business, e.g. Website, Google Ad Words, Social Media are examples of Marketing Pillars.

Monitoring

Monitoring your business, including KPI’s (Key Performance Indicators) is a key to success. If you don’t
know where you are at, then how can you plan on where you want to go?

A number of business owners look at their Profit & Loss (P & L) statements provided by their accountancy
programs, provided the P & L statement is correctly presented, it will give you good historical data as
to the financial progress of the business. P & L’s should be an important part of monitoring the
progress of your business, but it should not be the only measuring tool.

Measuring KPI’s is critical to business success, they tell you what is happening in real-time, and
provide a warning of potential issues, both in the present and in the future. The question is ‘How do we
measure our business KPI‘s?’

The measurement of KPI’s can be achieved with CRM Systems, but unfortunately for many SME business
owners, the process is not so easy to follow, and as a result KPI’s are not monitored.

Better Business Group has simple KPI Monitoring Systems to help to keep a closer eye on business
performance, which in turn will lead to greater business success, you can see what is happening in
real-time as to the acquisition of Leads, Quotes/Proposals submitted and more. If this is of interest,
let us know and we will be happy to discuss KPI Monitoring with you.

Where To From Here

Hopefully I have provided some insights as to what to look for in order to help you achieve your goals,
the next question is, ‘Where to from here?’

You now have the first part of a Business Plan, I suggest the next step is to develop an ‘Action Plan’.
The plan will provide the steps to follow to implement the changes required to achieve your Financial
Goals.

If you would like help to develop an ‘Action Plan’, please contact us for a free discussion of possibility, and we will be in touch.

Thank you for using our BGA-Calculator, and wish you all the best for the future.