Archive for June, 2010

Enhancements make it easier to manage.
A procedure that makes it easier for the salesperson to manage development of an order, and makes it easier for sales management to monitor order development, is a sales force productivity upgrade – or enhancement. One such procedure is a sales process analysis specification. This enables precise order progress monitoring. Another is target account identification. This enables clear coverage monitoring.  Both are change management processes. A third is sales support tools. These guide the selling presentation, assuring that all important points are covered.

Enhancements improve order development reliability.
For example, a process specification also assures comprehensive order development, by making sure all important order development steps are covered, and all buying influences have formed positive beliefs about your product and your company.  This is management of the sales process that will increase sales productivity, improving sales force performance.

Enhancements improve sales productivity.
Productivity (return on time and resources invested) is improved when the order development process is completed efficiently, and the close ratio is high.  This is sales performance productivity improvement.
For a more detailed information, ask for Knotes & Comments 101C, “If you want better results . . . ,” and Knotes & Comments 102, “If you covered the territory . . . .”