<img alt="" src="https://secure.leadforensics.com/29321.png" style="display:none;">

HOW WE HELP Sales TEAMS

Recommended Blogs

How to produce professional sales documents in less time
You’re up against a deadline. The pitch is due in, and – as usual – you’ve spent far too long digging out imagery, sourcing accurate performance data, and making sure corporate information is up to date. Now at the eleventh hour, your Compliance team is telling you your hard-work is not on brand....
7 ways to make your PowerPoint charts better
With infographics the flavour of the month, charts can often be seen as the poor relation. And sometimes you can see why. We’re all familiar with ‘death by PowerPoint’ – presentations that are too detailed, too full and too numerous. No-one ever grabbed their audience’s attention with slides like...
The 7 effective habits of highly-successful salespeople
  People that are very effective in life and work tend to share common characteristics. They also adopt similar habits. Yours is no different to any other role when it comes to this. The best-performing sales professionals tend to share some best practices. The good news is that there’s nothing to...

Streamlining your sales process for success

Dimitriya Paunova


How_to_create_brand_consistent_sales_presentations.png

How to meet deadlines and win business with better pitch and tender documents

If you work in business development, you probably want to spend your time developing client and prospect relationships. Learning about your contacts’ concerns so you can provide solutions that address them. Getting a deep understanding of their business challenges, and working out ways to tackle them.

I’ll take a guess, though, that if you add up the amount of time you spend with clients and prospects – compared, say, to the amount of time you spend on admin – it’s a bit depressing.

Focusing your time where it’s most needed

Of course, producing presentations, pitch documents and responses to RFPs is an integral part of your role. But that doesn’t mean you should be doing this instead of building relationships. In an ideal world, you’d be able to minimise the amount of time you spend on proposals so you can maximise the time you spend on other areas.

For example, the time you can spend:

  • Out of the office, meeting with contacts
  • Deepening relationships with prospects, via targeted communications
  • On broader client development activity, like events and hospitality
  • On social selling, blogging or other content marketing initiatives
  • On training and improving your skillset

All of these will improve your understanding of the market in which you operate, the specific obstacles facing your clients and contacts, and your ability to respond to them.

But if you want to focus on these, you’ll need to find ways to free up time elsewhere.

Tackling inefficiency in the business development process

Pulling together RFP and pitch documents can take far longer than it should.

How long do you spend:

  • Tracking down accurate company information
  • Searching out correct logos – often quite a challenge if your business has numerous sub-brands
  • Ensuring you have up-to-date stats on office numbers, AUM or award wins
  • Making sure you have the relevant disclaimers and regulated statements
  • Checking brand guidelines to make sure your presentations are brand-compliant
  • Getting Compliance approval for the finished documents – which can include significant time amending non-compliant content 

A more efficient way to produce sales documents

Producing pitch and tender documents can be a headache – but there are ways to remove the pain from the process.

  • Consider developing templates that make it easy to produce on-brand presentations. Branding and ‘non-compliance-related’ amendments can make up a surprising amount of the changes needed to get sign-off. Getting the branding right speeds the approval process and helps you meet your deadlines.
  • How easy is it for you to find and re-use already-approved content? Many presentations will contain a lot of identical material. If you can avoid reinventing the wheel, you will save a lot of time.
  • Is up-to-date corporate data easy to find? Do you know where to source performance information, AUM figures, office locations and numbers, employee statistics? If these are held in one easily-accessible portal, your life will be a lot easier.
  • Sales documents are classed as financial promotions, and therefore have to meet the FCA’s requirements. This means not only in terms of content, but in terms of archiving and record-keeping. Automating the archiving process minimises manual intervention, which reduces the risk of errors or omissions.
  • Do you know which pitches and tenders were successful? Business-winning content should be easily-identified, making it easy to replicate.
  • What do your Compliance processes look like? Is there lots of paperwork, manual processes, duplication and rework? Or do you review materials online, collaborating on a single document to prevent version control issues, with real-time reviewing and instant feedback?

Declutter your admin and focus on selling

By tackling some of the areas above, you can make significant improvements to the way you work. You’ll free up time to really focus on your customers. What’s more, when it comes to proposals and business development presentations, you can concentrate on the areas where you can truly add value – understanding the client’s issues and tailoring solutions to meet them.

Free yourself from the tyranny of admin and repetitive processes and you can transform the way you spend your time. Workflow automation tools are available that can help with all of these areas. If you’re serious about streamlining your sales process, they are worth exploring.

Our whitepaper on The benefits of automated workflow systems has a lot more information on how streamlining your approach can improve efficiency, save money and reduce risk.  It’s free, and you can read a copy here.

The benefits of automated workflow systems

 

Topics: Sales, recommended

Subscribe to our weekly blog

Tips and best practice for Compliance teams, along with the latest news and views.

  • 2017-02-03 16:17:51 The FCA plans to make advisers record sales calls: what you need to know

       You may have read that one of the FCA’s proposals under MiFIDII is to make advisers record phone calls with contacts – including business development calls.

    Learn More
  • 2017-01-27 14:39:48 How to cut the time you spend on your sales presentations

     I’m willing to take a bet with you. I bet that producing sales presentations, pitch documents and proposals isn’t your favourite part of the job.

    Learn More
  • 2017-01-13 15:36:41 5 Sales trends you need to know for 2017

     A New Year. Always a good time to reflect on how we do things and whether we can do them better. It’s also a good opportunity to look at some of the sales trends that will influence how we do things....

    Learn More