Successful sales organizations possess two important assets. The first is a well defined sales operations framework. The second is a skilled and committed sales force. Our Sales Excellence consulting focus is to help clients build a high quality sales operations framework. Our model is based on proven techniques being used in some of the worlds leading sales organizations. Our 4 step approach is described below.
Map the Market
The first priority is to map the market by potential, geography or other parameters, and which part of it your business can address. The next step is to define the size of your addressable market, and how you can reach it.
Know the Customer
In the addressable market, define who your valued customer is, i.e., who will pay money for your goods or services, and why? For this customer, what is your value proposition, and how are you differentiated?
Refine Processes
Define how you will deliver value to your valued customer, so that you can retain him as a valued customer. Create a replicable, scalable system to have better visibility, control and predictability for sales.
Flawless Execution
Its one thing to know what your targets are. Its quite another to know what to do to achieve them. Does everyone know exactly what they are supposed to do to achieve their targets? Is there a process to make sure what we commit gets done?
