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Understanding the Productive Selling Zoneฎ
Productive Selling Zoneฎ: Understanding | Creating | Sustaining | The Matrix
Professional sales teams rarely suffer from a lack of effort. However, the disparity between effort and positive results is quite common. We have found that sales organizations can only be productive when there is a convergence of effort and positive results. We also know that real productivity in a sales process is recognizable and measurable because productive processes have specific characteristics.
Successful sales organizations are defined by the following:
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A customer focused strategy that permeates the entire sales organization. |
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The ability to establish standardized processes to proactively engage decision makers on a consistent basis. |
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The ability to outsmart the competition by positioning proposals and RFPs to their advantage and win a majority of the time. |
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The skill to sell products/services at full market value, without discounts. |
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The ability to establish a standardized process to accurately forecast new business and revenue performance. |
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The ability to hire, train and integrate sales people who are able to become productive in a matter of weeks. |
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The skill to retain the right people over an extended period of time. |
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The ability to consistently cross-sell existing customers while improving customer satisfaction levels. |
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The skill to continually improve the productivity of their sales process/cycle and measure the improvement on a regular basis. |
When these characteristics are integrated throughout the sales organization, a level of performance is achieved that we call the Productive Selling Zoneฎ. In the Productive Selling Zoneฎ, effort and positive results converge at every step in the sales process!
The Boyens Groupฎ provides consultation and analysis in the following areas:
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The Role of Leadership in Productive Selling |
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Productive Selling Assessments of People, Processes and Programs |
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Account/Market Penetration Strategies |
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Creating the Foundations for Measurable Success |
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