There is magic when breaking down the sales process into small wins. Heed will run different rigorous analysis and review on the all sales productivity figures in order to draw the trend for every individual that he/she must then follow. This helps salespeople to focus on understanding their prospect management ratios.
Through the development program HEED will strive to implant a scientific selling mindset. A mindset that would get them to keep an eye on the objectives and milestones set for every step in their sales process rather than focusing on the end result. For ex: keep the sales team aligned in generating continuously the same number of leads, conduct the same quantity and quality of calls, maintain a fixed number of new meetings per week. This would help too in drawing an accurate sales projection.