неделя, 9 май 2010 г.

Implementing your sales design

While looking at your sales process as a whole, you probably see that there is a room for improvement. How could this improvement be implemented in such a way, that your sales force remains flexible, adaptable and responsive to the needs of the market, while in the same time embracing the changes in its structure and performance management?

1. Analyze the situation - Find out who are your sales reps. What are their capabilities, their strengths and weaknesses? What is their potential for growth? Then study carefully their motivation and values. Look at their behavior. If you find out why they are not selling enough in this process, hold on for a moment. Don't hurry offering early solutions.
2. Craft your proposition - Here you have to align your findings with the company's goals. Be careful not to move away from your mission staring at the profits. Be sure your proposition is improving revenue delivery and scalability.
3. Manage and support the process - Establish agreement from all sides about your solution. We will talk about how you could do this in later posts. Then start managing the process. This means reinforcing the correct behavior and eliminating the wrong before they become a problem.
4. Continue improving - After the initial implementation you must stick to the process of continual improvement no matter how great everything goes.
The most important understanding you have to make in implementing your sales design is that it must be a holistic process. It is not about an individual performance. You must look for balancing process and alignment to objectives first. As a consequence the sales reps will improve their performance and eliminate wasted time.