Sales and Marketing Leader Articles
What is the Purpose of the “Sales Process” in Your Company?
by Michael Webb
Most executives and managers would acknowledge that their company should have a sales process. But what does this term actually mean?
To the extent that your company has a sales process, it is probably thought of as “what salespeople do,” which usually means qualifying prospects, conducting sales presentations, submitting proposals or quotes, closing deals, and other sales activities.
Yet a true business process firmly roots any given job into all of the functions necessary for value to flow. Processes exist in a value stream, and organizations who map these value streams gain the perspective they need to eliminate bottlenecks and waste. A sales value stream map aligns the functional groups with the priorities required to generate the flow of desired customer actions. This map can point out which minor variations in quality or procedure in the value stream make a huge difference. They also point out the functions that, when distracted by other priorities, tend to impede or even halt the flow.
Three Principles that Engage
Sales Minds and Hearts
to Improve Discipline, Measurement,
Most Sales Vice Presidents are in a tough spot.
Everybody wants a piece of them: customers, salespeople, channel partners, employees, and executives of their own company. Above all they must ...
- make the revenue number
- make the product mix
- forecast more accurately
- fulfill customer promises, stay in budget, satisfy channel partners, and more ...
by Michael J. Webb (with Robert Ferguson)
A reader from Microsoft recently asked me an interesting question:
"What are the key parameters which define Operational Excellence in a sales and marketing organization?"
I like the question, because Operational Excellence isn't just a slogan or a matter of opinion. It is a fact that businesses that achieve Operational Excellence produce the most consistent growth and profit performance in the long run.