Realising Sales Potential ™

Delivering a quantifiable value for sales potential. Once agreed, aligned and understood it becomes realisable.

What is Realisable Sales Potential?

Our definition is the market potential, given resource, time and financial constraints. It is not the universal potential, it is the achievable, realisable, potential in a market.

How does Realisable Sales Potential relate to Sales operations?

Quantifiable potential is probably limited to what can be seen in the sales pipeline. Realisable Sales Potential is greater than that. Grouping opportunities into segments according to their potential will give a different focus. We call these segments PlanPoints. Our process starts by defining these PlanPoints from pipeline opportunities.

What’s the process?

Evaluate - Judgement

• Group opportunities together into PlanPoints.
• Establish the realisable potential of the PlanPoints.

This gives a quantifiable figure for realisable sales potential.

Collaborate - Dialectics

• Work out what are the best options for realising the potential
• Confirm your judgment using internal, external and peer data

This gives an aligned, approved, understood figure for realisable sales potential.

Monitor - SatNav

Visualise the metrics that describe potential and position by PlanPoint.