If you're like most companies that sell business-to-business, many of your sales systems and processes are in place by default, not by design. If you are like most companies, you are fairly frustrated and often have your hands in the air trying to figure out sales as well as marketing.
If you want your sales people to behave a certain way, design a structure that drives the behaviors necessary to be successful.
STRUCTURES
- CRM Implementation to insure all sales related activities and sales plans can be tracked. And, in a worse case scenario, protect valuable opportunities from turnover.
- Sales Process Mapping to insure the sales people are following a linked sequential process that is optimized for speed, consistency, salesforce engagement and aligns with inbound marketing.
- Recruiting Process to insure all sales people are selected in the same fashion and to mitigate the risks and costs associated with salesforce turnover.