Viewpoints From Systema: Great Sales Training! Too Bad It Won't Last, And What Does-Sales Science eJournal
- Topics:
- Assessment
- Tags:
- Cost-cutters,
- Sales,
- Sales Force Management,
- Sales Science eJournal,
- Sales Strategy,
- Sales Training
- Source:
- Sales Science eJournal
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Overview: The company must accomplish its mission in an environment pockmarked with competitors, government intervention, global economics, and changing technology. To battle these unconventional enemies of strategic success, Special Forces are needed. There are two squads with which to root out the enemies of profit and productivity; bean-counters and sales. Cost-cutters are defensive and reactive. Sales should be proactive and combative. Top sales producers are competitive and driven to succeed. Give them a clear objective, surround them with a team of professionals, equip them with the right tools and then turn them loose. The front-line salesperson needs a map that identifies the unique selling environment for his/her product or service. The paper discusses the mission-critical tool called the sales process model.
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Format: HTML | Date: Aug 2002 | Pages: 1
