HARMONIZING YOUR SALES ORGANIZATION
A NEW SALES ORGANIZATION
ORDERLY, CONTROLLABLE, PREDICTABLE
ORDERLY
- The customer decides when he wants and then he wants immediately
- We all know that the Sales activity is largely determined by the customer, and therefore tends to be messy
- An orderly Sales Process is good for everyone: for the Salesforce, for the whole Company and especially for the Customer
CONTROLLABLE
- The Sales activity is made up of
Human Relationships as well as Mathematics - Much of this activity is done outside of the company
and therefore difficult to control - A controlled Sales Process allows you
to have eyes where corrective action is needed
PREDICTABLE
- Is it best to plan activities or results?
- Often the budgeting process starts with the expected results instead of the activities that the could make the company grow
- A true Activity Based Sales Budgeting allows to create results instead of let them happen