Our starting point in helping our clients to identify their sales effectiveness priorities is to work through our 4S Sales Improvement Model.
Sales Strategy is the starting point
- Is there a clear statement of the major strategic initiatives the business is focused on to deliver the sales plan in the coming year?
- Are all the member of the sales team aware, aligned and engaged in the plan?
- How has the message been packaged? We suggest get it on one single page!
- Then how had the game plan been communicated?
Sales Structure is the next stop
- With the game plan clear, have you allocated sufficient resources to execute against the strategy?
- Are the right people sitting on the right seats on the bus?
- Have you balanced the efficiencies with the needs for effectiveness outcomes?
Selling Systems and Tools tie it all together
- How will you now support people, process and resources to deliver?
- Systems need to drive the right practices and leverage the human effort
- Technology where appropriate is the key to delivering additional outcomes
Both managers and sales people need lead and lag indicators to evaluate performance and make the appropriate adjustments
Selling Skills becomes the final consideration
- With a clear plan, resources and systems, what skills, knowledge and behaviours do your people need to achieve success?
- How will these skills best be transferred? Via Internal or external resources? Face to face workshops, live customer projects or blended learning solutions via the internet?
- We believe that learning should be continuous, practical and fun with a strong link to on the job reinforcement via training and line manager support
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