Put Sales Opportunities to SWOT Test

Get deep into each sales opportunity. SWOT turns a bright lite onto your deals, touching, feeling, analyzing truth. The start of the year is prime time to kick this off. Each sales person applies the SWOT principles to each opportunity, one by one. Data is recorded in CRM or the sales management tool for all to see. The opportunity data, BANT for qualification, SWOT, and product information is visible for all. What is SWOT?

Strengths: Product benefits are often, sole strengths. Work to move past feature/benefits to real business impact. Where can differentiation win deals. Like time to market, speed of deployment, ease of use, ease of configuration.

Weaknesses: Dive hard here, touch and retouch. Is relationship strong, high enough, who is the coach, who can kill deal? Know components of opportunity and direct honest stare at weaknesses.

Opportunity: Tasks that will cement deal, build relationships, lock mind share. Think like this, "What can be done, which competitor can not or will not, to separate product/offering from crowd.

Threat: The snake in the grass, item which for sure competitors will paint all over you, to show weakness and risk.

This description is high level but can get you started. Painful yet critical to getting accuracy into each account profile. Dynamic sales teams can work together and build strengths into strategy. This forms the basis for high value sales analysis by management and reps.

All data should be captured in <a href="http://www.dataforcecrm.com">CRM</a>.