Are your sales operations and processes designed to deliver your strategy?

The pressure is on for sales teams to perform.

In turbulent business conditions, customers are extremely careful about their buying decisions. Sales activities must be focused and yet it is widely recognised that sales and marketing strategies are often misaligned. Marketing and sales must work together to ensure success. How your customer perceives your products and services make a huge difference to the way it should be sold.

Developed by Programme Directors in a world renowned business school and used worldwide, the SCOPE model is based around cutting-edge research which sets sales activities within the real context of your organisation and your markets.

SCOPE stands for:

  • Strategy - Who are your most valued customers? What is the real value you are delivering to them?
  • Culture and Chemistry - How does your sales team’s culture and chemistry connect with the market?
  • Operations - Are your sales operations and processes designed to deliver your strategy?
  • Process and Performance Measures - How do you reward and motivate your sales team?  Do the rewards encourage and reinforce the appropriate behaviours consistent with your sales strategy?
  • Enterprise - How do you keep your sales strategy ‘fresh’ and relevant to your market place? Is your sales team receptive to new opportunities as they emerge?

Used by organisations around the world, SCOPE helps sales leaders build the right strategy quickly and effectively. The business benefits are clear:

  • Navigate the planning stages faster
  • Keep sales and marketing activities focused and aligned
  • Ensure team is focused on sales activities within the context of the strategy
  • Generate greater clarity of thought across sales management
  • Take sales forward with clear action plans
  • Improve communication with customers
  • Reinforce strategy with focused training
  • Use a consistent, repeatable process each year

SCOPE is a business school methodology for sales leaders who need to get results fast. Participants leave the programme with a powerful process and all the elements of a strategic framework in place for immediate action.

For more information contact us at: Critical Moments  +44(0)1923 818967 email: info@criticalmoments.com