 |
Other Articles
Granular Customer Research Is the Cornerstone of Go-To-Market Sales Success
The Deadly Sins of Sales Management
Y&A Research Shows the Trend of More Pay for Performance Continues
Most Financial Institution's Structures Are Barriers to Sales Growth – Especially with Affluent Customers
Why Most Companies' Post-Merger Sales Results are Often Abysmal
Sales Teams and Specialists -- Why So Many Companies Use Them and When They Should Be Used
Three Sales Growth Opportunities Most Organizations Today Have Within Their Grasp
Sell Solutions Instead of Products and Services to Improve Margins
Trends Observed in High-Growth Sales Organizations
The Role of CEOs and High Growth Sales Organizations
Setting Sales Goals: Research and Insights Show Over-Goaling Sales Organizations Is Not a Smart Management Choice
Growing Sales: It's Money, Money, Money... Sales Incentive Compensation, That Is
CEOs as Leaders of the Sales Organization: Effective Sales Organizations Have CEOs Who Are Deeply Involved with Them and Are Highly Supportive
Big Potential Sales Payoffs (or Disasters) Are the Result of Sales Channel Choices
|
|
Articles
Article at a glance:
How to Grow Sales by 15% or More,
Without Adding Resources, New Products or Services, or Any Special Pricing |
|
When we assist clients in redeploying their sales resources, we measure how effectively they are deployed before beginning the process. Rarely have they found their resources balanced; instead they are deployed to interact with the wrong accounts by at least 15% or more. If your firm has 500 salespeople and it is out of alignment by 15%, it is losing the resources of 75 of those salespeople. Redeploy them and you could gain the equivalent of 75 free sales resources.
The take-away
This article shows some of the easier steps to increase sales effectiveness even without spending more money. Redeployment is essential to ensure that your salespeople are spending their time in the best places and are using their time most effectively.
Read full text... |
 |
|
Article at a glance:
Sales Organization Measurement |
|
As markets and selling processes grow more and more complex, organizations are realizing they need different measures to gauge the performance and overall effectiveness of their sales organizations. Ask managers how they measure their sales force and revenue will pop to the top of the list at most companies. An increasing number of managers are also using profitability measures. These measures identify the results achieved by an organization, but they do little to shed light on what can be done to improve those results.
The take-away
This article describes the importance of metrics and how to use them. In most cases, management does not have a clear idea of the sales process and how to measure it. By changing how the sales organization is measured, your company will gain in sales effectiveness.
Read full text... |
 |
|
Article at a glance:
Account Targeting |
|
Over the past ten years, companies have been drawn to the concept of forming customer-centric organizations. Countless books have been written on the topic. Billions of dollars have been spent on customer relationship management (CRM) applications to allow companies to more efficiently and effectively gather and share data about their customers. Yet, surprisingly, after all the hype, few companies can quickly answer more than a handful of basic questions about their customers.
The take-away
Most companies do not truly know who their customers are. They may know the names, but fail to realize the importance of each customer. By utilizing account targeting, organizations will be able to identify customers with large, untapped potential as well as those who bring in a lot of revenue, but are expensive to serve.
Read full text... |
 |
|
Article at a glance:
How to Grow Sales Using Fact-Based
Analysis |
|
Fact-based sales analysis always wins. It helps managers understand the benefits and risks associated with alternative sales strategies, and it significiantly helps managers make better choices that produce greater sales and profits. Facts are the missing element in how many senior managers run their sales organizations.
The take-away
Fact-based sales management decision making is possible today due to the ability to electronically compile sales data. These sales-related data lie in areas that were thought to be largely immeasurable in the past but now are possible to measure through the use of electronic data collection processes. Fact-based sales analysis is essential to effectively identify sales organization targets, roles, sales structures, deployments and compensation systems.
Read full text... |
 |
|
Article at a glance:
Channel Conflict |
|
Channel conflict is a thorny problem that many organizations face today. It is an issue because, due to technology, companies have the ability to employ many different go-to-market sales channels. And, to achieve the most favorable economic and broadest sales coverage in this day of hyper-competition, most organizations believe they need to employ multiple sales channels. As shown below, the consensus view is a simple one, but not necessarily a correct one.
The take-away
Companies must look at the number of effective sales channels. While there may be a lot of sales through a particular sales channel, it might also be the most costly and non-profitable. By analyzing sales channels, you will be able to add sales effectiveness.
Read full text... |
 |
|
|
