Best Practices in World-Class Sales Forces
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presented by Jason Jordan of Mercer at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus Software
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Best Practices in World-Class Sales Forces
- 1. World-Class Sales Force Benchmark Research Jason Jordan Washington, DC
- 4. 2007 Winners Global Imaging Systems Applied Industrial Technologies Corporate Express Insight Computing
- 7. Common Practice: Hire Industry Experience
- 8. Best Practice: Ensure that Your Salespeople Know Their Customers’ Business WORLD CLASS SALES FORCES GO OUT OF THEIR WAY TO TRAIN ON CUSTOMER ISSUES
- 9. Common Practice: Create Value for Your Customers
- 10. Best Practice: Demonstrate the Value You Create for Your Customer WORLD CLASS SALES FORCES EXPLICITLY QUANTIFY THE VALUE OF THEIR PRODUCTS
- 12. Common Practice: Recruit and Hire Natural-Born Sellers
- 13. Best Practice: Recruit and Hire Specialists WORLD CLASS SALES FORCES REALIZE THAT SELLING IS A SPECIALIZED PROFESSION
- 15. Common Practice: Train Extensively at Onboarding
- 16. Best Practice: Provide Just-In-Time Training that is Easily Digestible WORLD CLASS SALES FORCES PROVIDE TRAINING AS SPECIFIC SKILLS ARE REQUIRED
- 17. Common Practice: The Best Salespeople Make the Best Managers STEP 1 Train On Selling Skills STEP 2 Promote
- 18. Best Practice: Teach Managers How to Manage WORLD CLASS SALES FORCES RECOGNIZE THAT ‘MANAGING’ SKILLS ARE DIFFERENT THAN ‘SELLING’ SKILLS, AND THEY TRAIN ACCORDINGLY STEP 1 Train On Selling Skills STEP 2 Promote
- 20. Common Practice: Measure Inputs and Outcomes
- 21. Best Practice: Measure and Manage Inside the Pipeline WORLD CLASS SALES FORCES MONITOR THE PROGRESS OF LEADS THROUGH THE PIPELINE TO I.D. OPPORTUNITIES FOR IMPROVEMENT
- 23. Common Practice: Buy ‘Best-of-Breed’ CRM Tools and Methodologies
- 24. Best Practice: Customize Technology to Your Business … Not Visa Versa WORLD CLASS SALES FORCES BEGIN BY DESIGNING THE PROCESSES THEY NEED, THEN THEY DEVELOP INFORMATION SYSTEMS TO ENABLE THE TASKS
- 25. Common Practice: Implement Large-Scale CRM or SFA
- 26. Best Practice: Avoid ‘Big Bang’ System Development WORLD CLASS SALES FORCES SHY AWAY FROM LARGE-SCALE CRM PROJECTS IN FAVOR OF MORE ORGANIC TECHNOLOGY DEVELOPMENT
- 28. Common Practice: Seek Assistance from Other Functions (or not)
- 29. Best Practice: Imbed Functional Resources Inside the Sales Organization and Field Offices WORLD CLASS SALES FORCES BRING OTHER FUNCTIONS INSIDE THEIR ORGANIZATION TO LEARN THEIR BUSINESS AND BETTER SERVE THEIR NEEDS