Sales Effectiveness
As organisations grow and try and drive new sales they often
find that a key obstacle is driving demand growth. As the business
grows and new sales people are recruited the results are often
disappointing. Our sales effectiveness programme will help revitalise sales
and integrate sales closer with the rest of the organisation.
The Challenges:
As an organisation grows it is important that the sales
force can continue to close business and drive revenues. However the
increase in size of a sales force and of the rest of the organisation can
sometimes mean that just when the sales force needs to move to a higher
gear, challenges begin to emerge. Typical issues are:
-
It tales too long for sales people to become
effective.
-
Forecasts start optimistically and then fall away
-
The costs of selling increase.
-
The rest of the organisation loses faith in the sales
group.
The first reaction is often to look at sales measurement and
incentive schemes to try and increase performance. However this rarely
enough
Sales Effectiveness is about focusing the whole
company on driving demand from new and existing customers.
It starts with ensuring that the value proposition is well
articulated and understood. Sales people need to be continually trained and
equipped with lessons from customer success. Sales needs to be strongly
linked to the rest of the organization so that there is a mutual
understanding of needs and obligations.
All of this needs to be enshrined in a well executed sales
process to ensure that all the energies of the company ar4e focused on
winning and delivering business to both new and existing customers.
Bookham Consulting Associates has identified Twelve Key
Issues that Drive Sales Effectiveness. For More Information Click the link
below.
The Twelve
Key Issues
The Bookham Consulting Associates approach helps companies structure
their sales process to get the results they want.
