Selling is About More Than Sales

Overview: If one wants to improve the results from the sales organization, look at the total Sales and Marketing System. Don’t just look to the sales organization. Understand everything that is impacting upon the success in the marketplace. Question old assumptions and build a true understanding of the customers, prospects, the market, and the competition. Examine all the activities and practices within the organization and determine how aligned and coordinated they are to the overall go-to-market strategy. Based on this new understanding of the overall system, the real opportunities for success should become readily apparent. Five Rules of Achieving Optimal Sales Results are discussed in the article : 1. A person should consider sales as part of a much larger internal and external sales and marketing system, 2.There is usually a significant lack of alignment in the internal sales and marketing system, 3. Any sales process that is engineered without consideration for how the target customer is buying is likely to meet with very limited success, 4. Investments and changes made in isolation in the sales organization rarely yield positive sustainable outcomes, 5. Developing a deep understanding of what is really happening in the external market and organizationally, then addressing the underlying issues and opportunities is the only way to positively and often massively impact sales results.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: PDF | Size: 162KB | Date: Jan 2003 | Pages: 8