Sales
Effectiveness
The driver of speed to revenue is rooted in deploying
the right sales talent calling on qualified prospects,
armed with effective tools and operational support.
In order to maximize sales effectiveness, it is
mission critical that the management team:
| 1. |
Recruits and hires individuals
with a working knowledge of the sales process
as well as the technical expertise and customer
networks required to drive sales of the relevant
product(s), |
| 2. |
Provides the sales team with thorough initial
and ongoing product and market training, |
| 3. |
Equips the sales team with literature (sales
slicks, toss sheets, white papers, etc.),
demo pieces and sales collateral that supports
and enhances the representatives’ message
to the customer, |
| 4. |
Builds the operational support team with
SOP’s that are concise, easily understood
by the entire sales team and are designed
with the goal of closing the sale. |
SalesForce4Hire has developed the Sales Accelerator
System® that standardizes this process across
all products and markets. IA²® is a strategic
business tool used to qualify prospects. To be
categorized as a sales prospect the individual
must possess the following three attributes: the
Intellectual capability to embrace the value proposition,
the Authority to make the purchase and the Ability
to pay for the product or service. A targeted
individual possessing one or two of these attributes
is considered a buying influence, but not a primary
prospect.
Dynamic Parallel Targeting® is a strategic
business tool that evaluates market risk and prioritizes
competing market opportunities. This is an especially
effective decision-making tool for enterprises
with operational or capital constraints combined
with a variety of revenue opportunities in different
market segments. Each market segment is evaluated
in terms of barriers to entry, market risks, adoption
rate, and market penetration cost. Critical factors
such as the value the product or service offers
to the customer, as well as the associated earnings
potential, are also considered. The result is
a decision matrix that reveals the priorities
for maximizing return on investment (ROI).
The Tactical Sales Platform® is the operational
framework customized to exceed target customer
expectations identified through the IA² and
Dynamic Parallel Targeting processes. The Tactical
Sales Platform includes Target Database Integration
into CRM software, Managerial Reporting System,
Customer and Field Support Procedures, Sales Training
Materials and Tool Kit, Telecom and Email, and
Order Fulfillment and Distribution Support.
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