Strategy delivers promises. People, processes and systems deliver results.
The focus of all the organisation’s efforts is the client. Getting the best out of people, processes and systems is down to good leadership
Leaders must have communicated a clear vision and strategy. They need to walk the talk with an effective sales management process in place to ensure high performance.
People & Processes
We help organisations design and document best sales processes based on the practices of their most successful people. The biggest gift you can give sales people is a roadmap to success and the skills up programme to support them on the journey.
Sales communities’ expectations of CRMs often lead them to believe that these systems over promise and under deliver. Sales leaders continue to measure the wrong things and thereby encourage the wrong behaviours. It’s a fact that people respect what you inspect, not what you expect.
Measuring what the client commits to is the real test of sales quality. The SCOTSMAN® Commitment Manager qualification tool for CRMs helps sales teams manage the quality of the sale and generates value they can see for themselves through the benefits it delivers. The best of the best use our Commitment Based Selling model and good qualification to maximise their effectiveness.
If you have the right leadership, people, processes and systems all centred on the client, we suggest the results should take care of themselves.