London, United Kingdom, February 06, 2014 --(PR.com
)-- Every business needs world class sales operations that deliver consistently. Start ups and new product launches in particular need a high level of selling and sales management skills to achieve initial success and sustainable growth. Established organisations must adapt and change to compete successfully. Whatever the economic conditions, only the strong survive and prosper.
Surprisingly, the majority of organisations are relatively poor at doing what matters most – selling products and services. And without sales there is no business.
World class ‘go to market’ strategies, world class manufacturing/logistics, world class customer support all exist. World class sales operations are few and far between, leaving serious (sometimes fatal) skills and process gaps in many organisations.
• Sales processes are improved via roadmaps and sales process guides
• Sales skills are improved through affordable 24/7 online training
• Sales process management is improved with tools such as audit plans and Qualification tools like SCOTSMAN ( registered with Advance)
Sales Management Process vs. Sales Process Management
There always remains confusion between Sales Management and Sales Process Management.
Many sales managers have a process for sales management.
Sales Management process looks at recruitment, forecasting, counselling, reporting and coaching.
However, few of them seem to have Sales Process Management. They have not developed with their staff the various stages of the sales process to examine what works and what does not. They are not continuously striving to improve the process.
The process should cover all the following areas:
• Territory Research
• Account Qualification
• Activity Management
• Telephone technique
• First meeting scripts
• The selling of a Hunting Licence
• Pipeline Management - Establishing credibility as a supplier
• Need Creation
• Demonstrations, presentations, customer visits
• Financial Justification
• Proposal standards
• Account Management
• Account Development
Advance’s specialism lies in helping clients to create world class sales operations and sales processes. Advance deliver business benefits by closing the sales operations gap across a wide range of industries and company sizes, from SMEs to global businesses.
Advance Selling Skill Academy’s mantra is: Selling is a process. Only when it’s not a process is it a problem.
Company aim to help companies develop their sales processes and support the processes by developing their sales people’s skills, specifically:
• Contact to contract process
• Four point meeting model process
• Deal planning process
• Sales Qualification process
This will ensure that quality of sales can be measured by inspecting the quality of customer commitments, which is the true way of measuring sales process quality.