The trend during the last few years has been toward technology-based Customer Relationship Management Systems (CRMs).

Research conducted by the Garner Group (see diagram below) has shown that the benefits a company can realize from any such innovation are dramatically higher when four vital components are in place together:

* Technology (CRMs for example), 
* A clearly defined sales process, 
* Training and Personnel Development
* Performance-related compensation.

Often companies will invest thousands of pounds in CRM technology, sales training and performance-related compensation packages for their salespeople, yet forget about defining the sales process. As a consequence the investment made in other areas cannot be maximized unless there is a process in place to underpin these three factors. 

 An Organisational Culture That Supports a Consultative Sales Process

It is now a widely accepted fact that you can’t divorce the competence and performance of the salesforce from the competence and performance of the organization as a whole.

In a customer-focused organization, everyone is part of the sales process. Which is why, an organization’s culture should breed collaboration and sharing of knowledge so that every department works openly and efficiently together to support the overall sales process.

Building a Solid Sales Foundation

When a consultative sales process has been defined, sold to the sales force and supported by other departments within an organization, the stage is set for transformational performance improvements. Just like you need to put in a solid foundation when building a house, the sales process is the foundation for future sales success, but do remember -

“A sales process requires constant monitoring to ensure it is being properly implemented”

Today’s News:

If you are in sales management, you will want to know that fellow Top Sales Expert, Ken Thoreson of  The Acumen Management Group, has just produced a superb new white paper:

How to Manage Sales for Predictable Revenue -
40 Critical Sales Management Activities that Drive Results  - here’s an extract:

“If you’re a sales manager responsible for building predictable revenue for your company, you need resources to get meet this complex challenge. You may not be aware of all the actions required for building a high-performance sales organization. And in an increasingly competitive sales environment, you can’t afford to maintain mediocre sales performance for another minute.

In order to hold salespeople accountable, executives need to understand the essential activities sales managers must focus on in order to be a catalyst for change, continuous improvement and creating a sales culture that drives results.”

This white paper is an essential tool for understanding the duties performed by an effective sales manager.

You can download it HERE

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