HTML Preview Sales Performance Improvement Plan page number 1.
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EVERYONE LIVES BY SELLING
SOMETHING.
– ROBERT LOUIS STEVENSON
Few roles in an organization are more
important than sales. Sales is the
primary activity that directly generates
revenue into a company. And unless
products and services can be sold
profitably, a company will not survive.
But effectively managing the sales
function in a complex organization can
be very difficult and challenging. As
time passes, a company can find that it
is:
Spending excessive time with poorly
qualified leads
Focusing on the wrong portion of the
value chain
Lacking efficient coordination with
distributors and resellers
Relying on an organizational
structure mismatched to the needs
of the marketplace
Not communicating efficiently and
sharing information
Inconsistently using technology to
support and monitor sale
performance
These and other challenges often result
in excessive sales expenses, lackluster
sales performance, and margin erosion.
CHANCES ARE, IT’S NOT THE SALES
PEOPLE, IT’S THE SALES PROCESS.
To achieve significant improvement in
sales, companies need an objective
assessment of their current sales
processes and the resolve to implement
the changes necessary for success.
But shifting from existing models of selling to
improved models can be an enormous task.
Establishing and incorporating effective and
appropriate sales processes can help companies:
Focus on high probability opportunities
Shorten the sales cycle
Manage accounts and relationships
Sell “wider and deeper” in an organization
Motivate plateaued salespeople
Differentiate in a price sensitive,
commoditized market
Effectively manage the sales organization for
maximum productivity
Identify, interview, and hire successful sales
people
Develop closing skills by learning how to
property qualify opportunities
Achieving sales process improvement is
challenging due to the complexity of the activities
and the interactions required to execute them.
Gates and Company leverages functional
specialization combined with industry expertise to
ensure clients maximize quality, efficiency, and
profit.
Creating a sales process and executing on that
process are two different things. Gates and
Company will examine a company’s approach to
selling and develop recommendations that are
specific to its market and situation.
IT’S NOT WHAT YOU SELL,
BUT HOW YOU SELL IT.
SALES AND CHANNEL
P
ERFORMANCE IMPROVEMENT
Gates and Company infuses new life into an
under performing sales function – helping
reengineer and refine the processes,
organizational structure, and sales tools
to ensure success.