Sales Training - Aligning Sales Methdology with Technology to Ensure a Successful Sales Organization - Part Two
Published: Monday, May 09, 2011
Sales Training Insight: Ensuring a Successful Sales Organization Aligning Sales Methodology and Technology
By John Holland, Co-founder and Co-author of CustomerCentric Selling®
The fact that SFA offers potential improvement in these areas supports the case for integrating sales methodology and technology. Before addressing integration, let's take a closer look at what sales processes really are and how they can provide input to SFA applications.
Implementing a sales process requires the following five components:
A common misconception of many organizations is assuming they have a single process. However, upon closer examination, most companies discover they have several sales processes-add-on business, professional services, maintenance agreements, contract renewals, new accounts, national accounts or global accounts.
One of the challenges in implementing a comprehensive sales process is ensuring milestones fit your selling environment, and that milestone deliverables or tasks expected from the sales staff are commensurate with the size and complexity of a given opportunity. If expected deliverables are out of proportion, your sales staff will fight the process and would be correct in doing so. To avoid this situation, first define the steps in your most complex sales process, since milestones for other sales processes are usually a subset, and then reduce the steps for less complex sales.
Set Milestones that Work for You
Milestones are helpful in enabling discussions between sales staff and management, but care should be taken to have some concrete, auditable steps. Managers often use milestones and year-to-date performance to project the likelihood of achieving quota. Asking or requiring a salesperson to have at least $250K in the pipeline at a particular milestone within 30 days virtually ensures the rep will attempt to convince his or her manager that, indeed, they have achieved that number in their pipeline. If there is no objective way to determine achievement of milestones, how confident can your managers be that the seller's opinion matches reality?
Read more of this insightful article in our next blog posting!
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