Henry Forde: pursue the right opportunities.

Here at ModernSelling.com we recently flagged up poor qualification of leads as the number one mistake made by sales professionals. Accurate, reliable information about the sales pipeline is crucial to the success of any business and now a new online qualification tool aims to eliminate wasted time chasing poor prospects.

In the picture

Called Qmatrix, the system is designed to put everyone in the picture, while providing comprehensive reports to senior management around the clock.

It lets sales teams accurately forecast opportunities, bids, tenders and, ultimately, revenue growth while cutting costs and increasing productivity, according to Qmatrix CEO and founder Henry Forde.

Qmatrix claims its system will:

• ensure the team focuses on the ‘right clients’ by targeting sales efforts on ‘good prospects’;
• cut time and money wasted on poorly qualified leads by qualifying prospects before any internal resources are allocated;
• drive up team performance by at least 10%, and by 25% on average; and
• offer greater visibility of the pipeline for well-qualified opportunities.

So how does it work?

Qmatrix compares incoming leads against a sophisticated profile for an ‘ideal prospect’ and presents the salesperson with one of three options: green, amber or red. Green signals approval – the team should proceed with this opportunity; amber warns that further qualification is needed with areas for further qualification highlighted for easy reference; and red recommends that sales staff should discard the opportunity. 

Forde explains that, while Qmatrix enables sales teams to pursue opportunities more effectively, sales directors can use its customised report feature to help managers train, create incentives and develop their team, while forecasting revenue growth more accurately for shareholders and the board.

Set-up

Because the system is web-based it doesn’t require costly software installation or support from the IT department. Average set-up time for the system is ‘just a few hours across an organisation’, according to Forde.

Amongst early adopters who have benefitted from the system is managing director of data profiling and monitoring company Business data Quality, Chris Bland.

Guarantee

Meanwhile, Forde has confirmed a cast-iron money-back guarantee that Qmatrix will improve sales qualification and forecasting by at least 25% within any sales organisation when properly implemented.

‘I am happy to stick my neck out as I truly believe in the product,’ he told ModernSelling.com.

For further information about the Qmatrix solution please email Henry Forde.

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