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Sales Effectiveness Newsletter
Delivering useful and insightful information to
sales professionals |
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Table of Contents Garbage in, Garbage... Well You Know Chickens Don't Always Stay Counted Based on the feedback from our recent Placeware hosted Business Interest Seminar, we are scheduling a Vortex Selling Workshop in the Northern California Bay Area on Tuesday, May 6th 2003. If you would like further details, please call 707-575-4712 or email vortex@market-partners.com.
Have you read "The Sales and Marketing Excellence Challenge: Changing How the Game Is Played" by Jim Dickie and Barry Trailer? It's like sitting down and discussing improving your sales performance with Jeffrey Schaper of GE, Sam Reese of Miller Heiman, Joe Batista of Hewlett Packard, Janet Dolan of Tennant and 33 other executives. All for the cost of a lunch! 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 newsletters? Would you like advice from our experts on these, or other, sales effectiveness topics? Contact us with your questions.
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Optimizing the Sales Process
Installment 3 of
Stu Schmidt |
| No manufacturing plant manager
worth their salt would consider purchasing new factory equipment without
working through the numbers on what kind of return they could expect on
their investment. Why then do sales managers expect to pull the proverbial
"magical results bunny" out of the hat by spending huge sums on training,
tools, and new people without the same kind of careful analysis up front? Is
it even possible to bring the same kind of clear-eyed analytical processes
into an arena that has historically been considered more art than science?
This article not only answers with a resounding "Yes!" but shows you how.
Take the first step towards making your sales management decisions based on
prediction rather than hope.
Previous articles in this series:
The Art of Measuring Sales |
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Engineering the Sales Process
Martyn Lewis |
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Many organizations view Sales as somewhat of a black box, or a mysterious "selling machine". This machine then works by tipping resources, technology, training, reward programs, etc., into the top and then, hopefully, watching profitable orders come out at the other end. We then try to optimize the selling machine by tipping more in at the top - blindly hoping that more will come out at the bottom. Unfortunately, often this is not the case. In this article, Martyn explores some of the challenges of engineering the sales process, the keys to sales effectiveness and the elements of a sound sales process architecture. |
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Garbage in, Garbage... Well, You Know Barry
Trailer |
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| You can't close sales if you
can't qualify leads. Barry has confronted Sales VPs and CEOs with "I'll bet my house, right now, that you have people out working hard, trying to get business you don't want." This article discusses why this incredible waste of selling resource continues in companies today and outlines a lead qualification scale to begin to change things. If you missed the previously featured articles by Barry, you can read them here:
How Do You Measure Up? |
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Chickens Don't Always Stay Counted Martyn
Lewis |
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| This is a true story...
only the names have been changed to protect the guilty.
From Martyn Lewis's upcoming book Sales Wise - an anthology of selling stories, follies, and fables, each with a relevant and timely sales message. To be published later in 2003. If you wish to be notified of publication date, please e-mail us.
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| Copyright ©2003 Market-Partners Inc. - Articles and other content from this newsletter and website may not be reproduced, republished, or redistributed without prior written permission from Market-Partners Inc. You are welcome to forward the newsletter in its entirety. | ||
