- Highlights of Results
- World-Class Sales Organizations defined
- Headlines from the 2010 Study
- Selling activities that differentiate World-Class Sales Organizations.
There is nothing more frustrating than submitting sales forecasts which turn out to be wildly wrong. Let’s be honest, a high proportion of sales people do not like to disappoint their boss (or themselves) and forecast more prudently. It’s easy to prefer pleasant surprises to unpleasant shocks.
There’s nothing like getting a decent bonus after you win a major contract for your company. However, like most successful salespeople, you’ll understand that while getting the order and receiving a cheque is essential, it is never enough
Doing an assessment after each sales call is valuable for two reasons
You’ve got a hot prospect. You need a face to face opportunity to sell your product and services. So you call up, without an appointment, hoping to catch the decision maker in a rare unscheduled moment. “I was in the vicinity, and thought I’d just say hello.” Well, at least you tried
From a Miller Heiman study on Winning Sales Organisations (WSOs) 72% of respondents rely on well-defined methodologies for deciding which opportunities to pursue. That’s almost a third better than other respondents. “!In other words, nearly half the non-WSOs have no standard system for identifying the best opportunities” says Miller Heiman COO Damon Jones, “That’s like fishing wherever you want and hoping that something will bite on your hook”
Two new ideas to secure that vital return on investment
As solutions become more complex, it has become a norm for buyers to bring in multiple experts to the decision-making process to evaluate solutions
People buy when, and only when, they perceive a discrepancy between reality and their desired results