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Sales Effectiveness Newsletter |
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Feature Last issue we republished Jim Dickie's Process Prowess article. Since then we have witnessed the interest level in sales process reach an all-time high. Jim's article describes 4 levels of sales process maturity. Assess your own company's sales process maturity with the online Sales Process Maturity Assessment.
Table of Contents
Other News Former Epiphany and Siebel executive joins Market-Partners.
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Tech Company Earnings:
Getting a Handle on the Infamous "Visibility" Issue
Philip Lay |
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the early 2000 tech bust and the late 2000 recession, many companies have
encountered abrupt meltdowns in their sales pipeline, resulting in an
apparent inability to forecast revenues with any degree of confidence. In
his article Mr. Lay, an ex-CEO, shares his observations of how CEO’s and
their companies are adapting to the realities of slowing growth and provides
sound advice for senior executives who want to stay on the good side of
their investor community in these tough times. Mr. Lay indicates that, in today’s competitive markets, success will come to those CEO’s who employ conservative business management practices, meet regularly with their company's prospects, customers, and business partners, listen to what they say, and watch what they do in terms of buying decisions. Then they should invest in, and manage to, a strong pipeline and forecast system that is backed by a sales opportunity and account management process that is embraced and used by everyone in the field organization. This system must allow them to look inside their sales pipeline and draw some rational conclusions based on recent sales cycles and close ratios, as well as other external and internal factors. This article was originally published in the March 2002 issue of “Under the Buzz”, an electronic "viewsletter" of the Chasm Group, a Silicon Valley strategy-consulting firm. It is included in our newsletter with permission. |
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Research
Finding in the World of Business-to-Business Sales
Martyn Lewis |
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the past 5 years, the world of business–to–business sales has changed
forever and dramatically, accelerated in part as a result of the economic
events of the past 18 months and the tragic incidents of last September. In
this article, Market Partners presents the ten prominent factors affecting
the world of sales today in conjunction with their seven underlying root
causes and the impact that these elements are having on the health of
today’s sales organizations. The discussion of these factors represents a
synthesis of research data that has been collected in conversation and
interviews with literally thousands of interviews with sales representatives
and managers as well as academic discussions.
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Return on
Investment—The Power and Value of Sales Process Modeling
David Laing |
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organization really measure and understand what’s happening in their sales
processes? Can the sales process be effectively modeled? Can bottlenecks
that negatively impact efficiency be pinpointed? Can organizational best
practices be highlighted? And is there a way of objectively quantifying the
required investment costs to improve the effectiveness of the sales process
and, at the same time, quantify the associated benefits that the changes
will bring? The answer to all of these questions is yes! This article describes how Market-Partners Corp’s eSP software with its embedded methodology can be used to model an organization's existing sales process, highlighting areas where there is a potential for efficiency improvements and then re-modeling the “new and improved” process to quantify the costs and benefits.
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