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- To help clients assess sales performance and sales force productivity issues; and
- To establish a "sales excellence roadmap" to define, prioritize and track improvement initiatives
- For all who sell, and we who manage sales people, our emphasis today should be upon the problems that we help customers/clients solve (i.e. the Concept Sale), not upon how we solve them. (i.e. the Product Pitch)
- For all who manage those who sell, our emphasis today should be upon the problems, that we help sellers solve (Coaching), not upon how we supervise them (Managing is not leadership)
- Consistent Sales Process
- Common Language
- Customer focused selling
- Moving from product selling to solution selling
- Mapping the customer
- Capturing critical information
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| Click on the options in the figure for details |
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