SALES EXCELLENCE

Customer 1

When we began our Sales Excellence Initiative, our first area of focus was on accountability at the field level.  We established a targeted approach to defining and executing on Territory Plans. The impact of the Territory Growth Planning process has been phenomenal. It has provided clear focus for sales and sales management and it has challenged our sales professionals to truly see themselves as entrepreneurs and stewards of their own business.

Customer 2

Most of our Sales Managers were promoted because they were great salespeople… While this gives them credibility with their direct reports, we ultimately concluded that we had men and women who knew a lot about selling, but not as much about being complete leaders. This is where we chose to focus.  We defined clear expectations for each of the roles they play.  We provided them with the tools they needed to lead and manage the business. We focused on their individual learning. And we are measuring them in areas other than revenues and profit.  We now see our sales managers as “catalysts” to turn on their sales teams.  Our efforts are clearly paying off.  Our employee satisfaction scores for the sales force have improved dramatically.

Customer 3

We chose to get serious on our SALES PROCESS and the SKILLS needed to truly be effective in front of the customer. While we had provided salespeople with training from time to time, it was never in support of a well-defined sales process.  We now have a documented sales process, and all the education we provide the sales organization is in support of the process.  What surprised us is that by establishing this common language, marketing, our call center, customer service, and even our senior executives are all on the same page.