Essay About Characteristics Of Sales Processas And Change Management

The New Solution Selling – Coursework – franzgpunkt
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Characteristics of sales processAs any other process, a sales process has some characteristic that ensure that the process is efficient. These characteristics areRepeatableThe process is not created for a specific situation. Rather it can be used over and over. You can establish this by rewarding sales people for constancy instead of reaching their numbers by peaks during the year.PredictableMake the sales process predictable by defining milestones. Milestones help to get an overview over the status of opportunities and can help answering the question if the planed figures can be met.ScalableThe process has to be scalable to fit for organizations with one sales person as well as hundreds of sales people.Failure of traditional approachesMany people think that sales is a mystery because it can’t be managed as easily as other departments. A good sales process can help.Often managers think it is enough to organize training events for their sales employees to establish a sales process but this has only little impact on the sales culture. Change management is the key to focus on and you should consider to change your management since this has the most impact on creating a sustainable HPSC (high-performance sales culture)Successful sales process implementationAs we learned from the failures changing the organization should be preferred over training events. This requires good change management which should consider the people affected by the change and how to free resources to control the change.The implementation of a sales process can look like this:Analyze organization to detect barriersComplete transformation of sales function = extensiveImprove control = less extensive (maybe only review is required)Get commitment of management and executives to increase project’s sucessIntegrate sales process with existing systems like CRM tools , company’s rewarding system and hiring practicesImplement new sales process through training (e-Learning, coaching, other methods)Coach managers to sustain process → training, introduction of CRM toolsMeasure impact of project by metrics identified during management alignmentEstablish HPSC as value systemA company has no sustainable value if it doesn’t attract and retain profitable customers. A sales process should do just like that. It has less value to create a sales process for short-term gains often realized by aggressive selling. Instead of focusing on quick sells it is better to develop a sales process that builds strong customer relations by understanding their needs and therefore create sustainable relationships and satisfied customers. A good implemented HPSC can lead to: higher customer satisfaction, increased productivity, more profitable enterprises

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(2017, 11). The New Solution Selling. EssaysForStudent.com. Retrieved 11, 2017, from
“The New Solution Selling” EssaysForStudent.com. 11 2017. 2017. 11 2017 < "The New Solution Selling." EssaysForStudent.com. EssaysForStudent.com, 11 2017. Web. 11 2017. < "The New Solution Selling." EssaysForStudent.com. 11, 2017. Accessed 11, 2017. Essay Preview By: franzgpunkt Submitted: November 30, 2017 Essay Length: 459 Words / 2 Pages Paper type: Coursework Views: 294 Report this essay Tweet Related Essays How to Sell in a Competivite Market 1. Advertise! Whether you buy classified ads in e-zines, (magazines on the net,) have kids distribute fliers around your neighborhood, or call 10 people each 2,341 Words  |  10 Pages Death Penalty - Effective Solution or Legalized Interpersonal Violence? Death Penalty- Effective Solution or Legalized Interpersonal Violence? Great controversy surrounds the issue of the death penalty, and if/when it is right to use this 1,457 Words  |  6 Pages Solution to Teen Violence Solution To Teen Violence Every year, nearly one-million twelve to nineteen year olds are murdered robbed, or assaulted many by their peers and teenagers are 407 Words  |  2 Pages Identify Management Solutions Findings of the research The major findings can be summarized as follows: • 61.5% of organizations surveyed have an Identity Management infrastructure in place. 1,641 Words  |  7 Pages Similar Topics Solution Text Notes Problem Solution Intersect Investments Get Access to 89,000+ Essays and Term Papers Join 209,000+ Other Students High Quality Essays and Documents Sign up © 2008–2020 EssaysForStudent.comFree Essays, Book Reports, Term Papers and Research Papers Essays Sign up Sign in Contact us Site Map Privacy Policy Terms of Service Facebook Twitter