There are two components of sales excellence. Sales Execution is the day-to-day sales job. Sales Operations is the compass that points in the direction sales teams should take when performing their day-to-day jobs.
Both are incomplete in themselves, and there should be an equal emphasis on both. More often than not, sales teams tend to over-emphasize sales execution over sales operations. Just like you only see the tip of an iceberg, execution is only the tip of sales excellence. Most of it lies beneath the surface.
Up to a point, focusing on the tip works. After that, growth requires an investment in the science of selling, ie, building a strong operational foundation for sales. You can’t just keep increasing sales staff, and they can’t be expected to work harder every year. If you’re facing any of these challenges, we can help!
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Sales Excellence Approach
Sales Excellence Model
Sales Excellence Solutions
We can help you strengthen sales operations!
- Develop or refine sales processes and policies
- Optimize sales organization structure
- Align and improve sales compensation
- Refine & Size Target Market (TM)
- Segment your Accounts based on TM
- Refine and improve Go To Market strategies
- Improve & streamline market coverage
- Build a consistent sales execution model
- Structure revenue and pipeline management
We can help enhance sales capabilities!
- Leading organizations workshops
- Managing Teams workshops
- Sales Coaching for Sales Managers workshops
- Creating Value for Customers workshops
- Strategic Negotiations workshops
