SALES GROWTH CALCULATOR
Business Development Factors for Sales Growth
This Automated Sales Process Management (ASPM), Return On Investment (ROI) Calculator will help a business define the advantages of implementing an ASPM program in their business. Please answer all the questions (yellow shaded) as accurately as possible to develop a clear picture of what you can expect to receive from your situation. Comment balloons will help you along the process.
The IMPACT of Increased Sales and Marketing Productivity
1.) % increase in new business if your sales team followed the sales process consistently. 2.) % increase if prospects and customers were sent regular communications. 3. % increase if introductory communications turned cold calls into warm calls. 4.) % increase of from following up every prospect inquiry with an automated sales system. 5.) % increase if "Top of Mind" awareness was established with valuable key customers. 6.) % increase from follow up with qualified prospects who don't buy immediately. 7.) % increase if salespeople received action notices to remind them to follow up on customers. 8.) % increase in new business if salespeople doubled presentations to interested prospects?
YOU
10% 10% 7% 7% 7% 7% 7% 65%
The IMPACT of Better Sales Management
9.) % increase if sales management received real time sales activity reports identifying problems. 10.) % increase in new business if you could attract and retain better salespeople. 11.) % increase if YOU had more time for sales and could cut salesperson turnover in half. 12.) % increase if your entire company was following the best practices of sales.
7% 10% 10% 7% 154%
Subtotal Increase in New Business Sales Activities from Prospects
The IMPACT of Cross Selling, Up Selling and Referrals
13.) % increase if you educated every customer about other products or services offered? 14.) % increase if you contacted your existing customers more often. 15.) % increase if you asked every existing customer for referrals?
20% 5% 10% 35% 189%
Subtotal Increase in New Business from Existing Customers Percent Increase in New Business before Referrals from New Customers
The IMPACT of Referrals
16.) % increase in new business if you asked every new customer for referrals?
5% 194% 10% $500,000 7% $ 97,000
Total Increase in New Business
17.) What percent of sales are from new customers? 18.) Please enter your annual gross sales 19.) What is your projected sales growth rate this year?
Estimated Additional New Business Revenue
The IMPACT of Customer Retention Strategies
20.) Average Customer Loss per Year
10% $ 450,000 70% 7% $ $ 35,000 485,000
Baseline Revenue for Next Year
21.) Percent Lost Due to Customer Neglect 22.) % of sales you expect if you could prevent customer defection from your efforts with ASPM. Additional Business From Retaining Customers
Baseline Revenue with Customer Retention Campaign
The IMPACT from Regaining Lost or Inactive Customers
23.) How much sales would you gain if you could attract 10% of your lost or inactive customers?
$
50,000
Sales Growth
Sales Revenue with Automated Sales Process Management (ASPM) Total: projected increased sales when you add everything up Actual Sales Increase Percentage with ASPM
$ $ 632,000 132,000 26%
Profit Contribution
24.) Gross Margin on Sales Profit Contribution from Increased Sales 25.) Selling Magic Project Implementation estimate for your business. BOTTOM LINE - YOUR First Year Return On Investment (ROI)
$ 35% 46,200 $9,000 513%
We hope this ROI calculator gives you an idea of what your sales increase possibilities are. As with any profit or saving calculator, your results will depend upon your implementation and input calculations to this worksheet. While we believe these formula's are accurate, we assume no liability for their accuracy in your situation. The important thing is to recognize the opportunities ASPM can provide you. If you would like more information on how an Automated Sales Process Management solution will impact your business, give us a call. We will be happy to show you the benefits and provide a web demonstration followed by a customized proposal for your review.
This worksheet was prepared by Steve Martinez, Selling Magic on February 22, 2006
Selling Magic - (951) 277-0080 www.sellingmagic.com