In order to meet your sales goals, and truly benefit the company in terms of business growth, it's critical that a sales team have a defined qualification process in place. This will not only enable the team to focus on the prospects who have the highest potential of becoming clients, it also decreases the sales cycle, makes sales discussions smoother, and saves time and resources for both the company and the client.
Can’t fit a round peg in a square hole as they say. It’s best to identify who is a good prospect as early on in the sales process as possible.
Finally, be aware that your criteria can change - in fact you should expect it to as you continually improve your sales process and continually define the markets and people you should work with to see the highest Lifetime Value.
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