Say you’re a sales leader with this “clear” vision: If your people can just learn how to reach the right buyers, speak knowledgeably about products, and offer better pricing, you’re convinced that 2013 will be a banner year.
As our favorite teenager would respond witheringly, “Reeeally?” Your clear vision sounds pretty foggy to us because it fails to show the whole picture.
Improving sales skills addresses only one aspect of your organization. What about the management processes that align salespeople with customers and coach sellers to employ new capabilities? Structures that help you build talent? Data that ensures you fit the right salespeople in the right roles?
We can clear up your vision by opening a direct line of sight from where you are now to where you want to go. Use the Advantage SalesOptimization framework to view your sales organization as a whole — and understand why addressing all of its aspects is crucial to creating optimal sales results next year and every year.