Intuition is a powerful tool in a business setting. Sometimes, a situation just “feels” right (or wrong) and it makes sense to trust our instincts. However, relying on hunches shouldn’t be the basis for your sales strategy. But what if you could measure those hunches? What if you could take a feeling and turn it into facts?

Consider this example:

Bob has had considerable success selling his company’s technology services to small- to medium-sized insurance companies. He’s developed a great relationship with a client named Jill. In fact, Jill likes Bob so much that she introduces him to her neighbor Tom, who happens to be an administrator at a local private school. Tom and Bob hit it off and, before you know it, Tom’s school becomes Bob’s newest customer. Based on this experience, Bob has a hunch that he should explore selling into the education industry.

Bob now has a choice:

Rather than move blindly into this new industry segment, a fact-based assessment can be used to measure Bob’s hunch and determine the viability of the market. Outreach to a sampling of prospects in the education industry can provide measurable data about whether his technology services are a good fit. With the right information, Bob can decide to follow his hunch or not without sacrificing sales along the way.

Measuring the hunch is a systematic way to use metrics to drive your sales strategy and process. It can be applied in a variety of sales situations:

Intuition is helpful, but a sales strategy based on measurable data takes away unnecessary risk and positions your sales team for a greater chance of success. If you have a hunch you’d like measured, we are here to help!