Sales Operations Improvement
What's good today will fall short of the mark tomorrow. How do you make sure that your sales operations are always focussed on what matters most?
The Advance Approach
Over the past 29 years we have successfully helped a great number of organisations improve the effectiveness of their sales management and selling processes.
You will be well aware that the only effective approach to changing the way an organisation works is to embed new ways of doing things into the culture and processes. To that end, we offer a great number of services that help you achieve your objectives, and our consultants are happy to work in whichever way meets your requirements best. They can:
- Train your people in the new skills, tools and methodologies.
- Train your trainers to deliver our material – customised and/or branded as suits.
- Develop, coach and mentor your sales management to equip them to lead the change.
You can augment your training and development activities by:
- Joining our Online Academy, where you will find a wealth of self-directed learning and development opportunities at a remarkably low cost.
- Learning more from our experiences when you’re not online by reading one of our selection of books on sales and selling.
Our portfolio of services doesn’t stop there. There are more strings to our bow which will further enhance your sales operations improvement successes:
- Machiavelli II is your real time, online sales coach. By facilitating the selling process step by step from initial contact to close, Machiavelli II lifts the “fog of the sale” and guides sales people and management through their sales campaigns from first contact to close – and win.
Every aspect of our services comes together under one umbrella:
- Our Professional Services consultants can carry out a strategic review of your business, with a focus the sales operations challenges created by your vision for the future. We then draw from our complete range of services to recommend and deliver our best way forward for your sales management and selling operations.
View a complete summary of The Advance Approach.
Sales Operations Processes
Operationalising best in breed approaches to sales force and account management is critical to achieving optimal sales performance. It’s about processes – management processes and planning processes. Our sales operations processes include:
is an ongoing six step process, which cycles at a frequency that suits the customer organisation. It constantly addresses the acquisition and updating of account information, the analysis and assessment of opportunities, the modification of strategies and plans, the implementation of new programmes and the evaluation and review of progress to date.
... Account Management
is a critical element of the account management process. It focuses on developing the account for the long term by concentrating on relationship building, new product penetration, getting the business mix right and protecting existing business and revenue.
... Account Management
- Relationship management ...
is key. Critically, account management is heavily dependent on maintaining strong relationships with influential customer players – keeping in touch, knowing the “itch cycles” and anticipating buying windows underpin the whole process.
... Account Management
works best when it is based on commitments. The key is to plan for the customer or prospect to commit to specific actions at specific stages of the deal. The only measure is action – by getting the customer or prospect to take the actions you need, you generate a groundswell of activity within their organisation which puts you in a much better position to close the deal.
... Deal and Bid Planning
“Selling is a process. Only when it’s not a process is it a problem.” is our mantra. We continually prove it to be true to ourselves and our customers. Operationalising best in breed approaches means implementing the best processes to deliver the best sales results that you can.
Move your business forward:
Call us on 0845 125 9098
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