Increasing Customer Lifetime Value through Sales Cycle Management

Sales Cycle Management is UPSA's definition of managing all corresponding cycles of the Commerce Cycle (Buying Cycle, Selling Cycle, and Marketing Cycle). Sales Cycle Management is concerned with synchronizing the individual components and translating them into tangible, actionable, and tactical activities. Sales Cycle Management addresses the challenges of the Commerce Cycle within the environment of selling while providing for the ability to leverage the focus areas (called "Selling Ability Areas" in the Compendium of Professional Selling).

In the figure below, the challenge of Sales Cycle Management is presented. The Marketing Cycle, Selling Cycle, and Buying Cycle are shown. The synchronization of the relationship as well as the contact points between each, throughout the course of each transaction is a key premise of Sales Cycle Management. Sales Cycle Management is the key enabler to increasing customer lifetime value as well as customer satisfaction and loyalty.

UPSA Sales Cycle Management