We've analyzed and weighted the metrics that measure a sales presentation's effectiveness. So the higher a presentation's SES (Sales Effectiveness Score), the more likely it is to build and close the sale. Here's what we evaluate:
Customer-Focus: Does the presentation target a defined customer need—either for that specific customer or their business segment?
Objective: Is the objective of the sales presentation clear? Is it obvious what action the salesperson wants the customer to take as a result of the presentation?
Concise: Is the presentation as brief as possible? Does all content relate to how and why the recommended action will answer the specific customer need?
Logic: Is there a clear flow of logical reasoning that leads to a specific conclusion?
Engagement: Is the presentation constructed in a way that gets the customer engaged and asking questions?
Proof: Does the presentation include a case-history or other proof that the seller has had success with a similar recommendation with a similar customer?
Competitive: Does the presentation substantiate why the seller can uniquely answer the defined need of the customer? Via a demonstrably better product? Service? Price? Value? ROI?
Specific: Does the presentation specify and quantify anticipated results such as ROI? Are next steps, roles, responsibilities and timelines clear?
Close: Does the presentation logically support a specific recommendation and include a mechanism for getting the customer to agree to that recommendation—or specific next steps required?
Stand-Alone: Does the presentation stand on its own? Is it written and designed so that the customer can distribute it to other decision-makers and expect them to arrive at the same conclusion?
For a free SES of one of your presentations, clickhere.
For a free SES of a sales presentation, click here.