Sales Force Effectiveness

The basic elements for an effective sales force are strikingly similar no matter the company, the geography or the industry.

But frequently, we observe behaviors that suggest the sales force is not functioning at a high level of effectiveness.   Such behaviors include:

• Unproductive efforts and lost sales through failing to understand the customer’s buying process and decision makers.
• Overestimating sales lead potential and investing time in low-probability or low-potential opportunities.
• Inordinate time devoted to non-customer-facing activities that steal time from working on high priority leads and closing new business.
• Sales professionals trapping themselves in commodity-like selling positions and foregoing value and solution based selling.
• Selling to the wrong level in the customer organization.
• Inadequate/insufficient collateral materials, references, scripts, standard document formats, online solution configurators and other tools,
• Simply reacting to customer requests and failing to develop account plans and anticipate needs (order takers rather than order makers).
• Failing to share best practices within the sales organization.

Based on our experience in improving sales force effectiveness, we developed the following schematic of a successful model for converting sales leads into new revenue:

We help clients improve the effectiveness of their sales force so they can be more productive in converting new sales leads into revenue.

If you would like to discuss how we can help improve your sales force effectiveness, please contact us to tap into our experience and expertise.