The quintessential question that all sales managers ask regarding optimizing their sales efforts is; how to improve the outcome of each sales call?Sales managers lament that their sales organizations spend an enormous amount of time and money pursuing prospects much less existing customers and struggle to justify the ROI.
They recited similar concerns about their sales people:
Long-term business relationships are not predicated on the lowest price and a quick sale, but rather bringing value that is measurable and sustainable. Thus, the best sales professionals are patiently spending the time and company’s resources with the right customers for the right reasons.
One last important caveat: Both sales management and sales professionals must be in agreement that a certain prospect / customer fits the company’s current strategic business plan.
A Strategic Sales Plan (SSP) and Individual Sales Plans (ISPs) ensure organizational alignment and a higher probability of an acceptable ROI on the cost to sell.
Many of NABC’s clients are already developing preliminary sales plans for 2018. Give us a call at 480-229-7800 or 602-510-5797 for a free assessment of your sales planning process.
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