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| Sales Effectiveness Model |
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This image is a visual overview of the elements impacting sales effectiveness.
The model on the left is typical of most sales organizations. These sales organizations pursue customers with a "self-defined" value proposition, which does not address
the customer's business pain.
When assessing companies we find as many sales processes in a company as there are sales people. This creates dramatic inconsistencies in customer perceptions, and a sales management coaching nightmare.
Lack of sales process consistency is also the single most significant cause of inaccurate revenue forecasting.
Companies are quick to say their human capital, or people are their biggest asset however failure to invest in their development is a common oversight. Technology can be an effective tool however many companies are missing some basic, yet critical tools such as the right qualifying questions or customer reference letters.
Evolving to the model above is a journey, and requires a strong commitment from senior management and help from world class sales effectiveness consultants like Conselleo.
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| REFERENCES |
| CUSTOMER QUOTES |
"It has been 3 years since Connex "transformed sales and accelerated results." In that time we have gone from losing market share to outselling our competitors by a 30 to 1 margin and signing record breaking contracts. The very foundation of our success has clearly been the methodology and systems taught to us by Conselleo."
Kevin Heaney
VP Sales & Marketing
Vodafone - Connex |
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