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Sales Effectiveness Briefing
Delivering useful and insightful information |
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Table of Contents 1. Sales Forecasting White Paper Please Contact Us if you would like to determine the health of your own selling approach. We can facilitate a 1/2 day confidential workshop, using best practices to benchmark your own sales organization. For previous briefings and more articles check the Sales Effectiveness Briefing Archive as well as our White Papers Questions and/or Feedback? We welcome your questions and feedback. What articles did you find particularly relevant and useful to your own situation? What topics would you like to read in our future briefings? Would you like advice from our experts on these, or other, sales effectiveness topics? Contact us with your questions. Table of Contents 1. Sales Forecasting White Paper Table of Contents 1. Sales Forecasting White Paper
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Sales Forecasting |
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Market-Partners, together with CSO Insights, have just released a new white paper on sales forecasting. Based on extensive research, this paper discusses why, in the vast majority of organizations, sales forecasting is such a flawed process. From a study of over 1,300 companies, it was found that:
Ironically, sales forces are dedicating more of their time to creating inaccurate forecasts that are of little value to anyone in the organization. The negative impact is not just contained to the sales force. Investments in such areas as manufacturing, inventory and human resources are driven, at least in part, from the sales forecast. This 18 page in-depth look at sales forecasting summarizes the research findings and presents the seven most commonly found approaches to forecasting. For each of these seven approaches, the advantages and disadvantages are examined, drawing the conclusion that each of these approaches are compromised in one way or another. Finally, the paper lays out the framework for a best-in-class sales forecasting approach. Perhaps the most interesting aspect of the paper is the assertion that, when implemented correctly, a sales forecasting process is far more than a reporting exercise. The paper argues that the sales forecast process is the very basis for organizational learning and individual performance coaching. This new White Paper is available by download to our Briefing subscribers for a limited time at no charge. Download the Sales Forecasting White Paper |
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Sales Transformation Martyn
Lewis |
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As our tag line suggests, we have a single focus on enabling organizations to change the way they sell. It seems as if just about every executive I talk to these days is embarking upon some form of Sales Transformation. In the 2004 CSO Insights Survey of over 1,300 Chief Selling Officers, Sales Effectiveness was determined to be the #1 critical challenge. I am pleased to see that these organizations are no longer looking to solve these sales effectiveness challenges with some training course, but are rather embarking upon change management initiatives that will result in sustainable and significant gains in sales performance. With this as a backdrop, we offer an eight-point agenda for successful sales transformation. These eight points are gleaned from working with hundreds of selling teams and seeing what makes the difference from the best to the rest. |
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Sales Coaching - I. Barry Goldberg |
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One of the single best ways to see the ROI on
your sales automation system is to redefine the role of sales management to
stress coaching. Barry's article examines the aspects of sales coaching that
have the potential to make a big difference in the success of your sales
organization. Full Article |
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The Elusive Decision Maker Martyn Lewis |
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Many sales methodologies and selling tactics still focus around locating and selling to the decision maker. We've all heard it - sell high, go to the source. And indeed, why not? If you can find that one person in the organization who can say "yes", why bother wasting time with anyone else? Just find out what they want, present a compelling offer, and close the business. If only life was that simple! From Martyn Lewis' upcoming book "Sales Wise - an anthology of selling stories, follies, and fables", each with a relevant and timely sales message. If you wish to be notified of publication date, please e-mail us. |
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Market-Partners tag
line is “Changing the Way You Sell” for one simple reason; that is what we
do. We start by developing a deep understanding of everything that impacts
upon your overall sales process. We then bring the methods and tools that
enable the transition to an optimal approach to selling. The results our
clients gain are swift, significant, and sustainable. Privacy Policy: This is an opt-in briefing. Market-Partners will not sell, rent or distribute your personal information. If you do not wish to receive future briefings, please unsubscribe and we will ensure you are removed from our list. Copyright ©2004 Market-Partners Inc. - Articles and other content from this briefing and website may not be reproduced, republished, or redistributed without prior written permission from Market-Partners Inc. You are welcome to forward the briefing in its entirety.
Market-Partners Inc. |
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