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

An organization structured with the lean method