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WHAT IS THIS PROCESS?
The Integrated Sales & Sales Management Process was
developed out of the frustration of witnessing sales managers
try to either beat results out of their sales team, or trying
to act as the super hero sales person closing every deal.
So using the simple but powerful philosophy:
"You cannot manage results. You can
only
manage the things that will give you results!"
we applied this philosophy to sales by reverse engineering
back from the desired main goal and mission of sales, ie: to achieve
its main, year end $ Goal(s).
By working backwards from the $ Goal, we developed
the main things that you can manage to achieve the Goal, ie:
q
Having clear, main $ Goal(s) (1 or 2, not
10 of them)
q
Developing the Plan of Activity and Funnel
needed to attain your main $ Goal(s)
q
Having the right quantity and quality of
the different types of Sales People and selling Partners needed
q
Ensuring the right quantity and quality
of Key Sales Activities occur to create and move sales opportunities
through defined Selling Processes
q
Then finally and closest to Results themselves,
the quantity and quality of the Sales Opportunites that are created
or found.
From this came our Opportunity
Planning & Management Program that:
q Customizes the processes and toolsets
needed
q Trains Executives, Sales Managers and
the Sales Force itself on how to apply these principles along
with toolsets to help support the process ongoing; eg: The
PERFORMAX System.
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WHY IS THIS PROCESS IMPORTANT?
If you manage these process variables, we have proven
many times that Results will take care of themselves.
The more surprising thing was that, managing this
way worked even when the economy slumped, or when new selling
models needed to be adopted.
Of course, the proof lies in the Result$
obtained with and for our customers!
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