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Abstract:
Having sales management staff
the sales function with sales reps that have good selling skills is
important. Staffing the sales function
with sales reps that have the appropriate selling skills to support
your sales strategy and address
your market
is even better. Knowing when, where, and
with who to have your sales reps apply those market-appropriate skills
yields
the highest probability of success. The
only way to know the “when”,
“where”, and “who” is to
analyze how your
prospects expect to buy and align your selling methods with their
expectations. The Unified Solutions
Acquisition Model (USAM) is a unique and practical way to ensure that
“how” you
are selling is not out of sync with “how” your
prospects expect to buy.
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Abstract:
If you are
initializing a new sales function within your startup company,
transitioning
from the owner/sales rep to a professional sales force or simply
opening a new
territory you are going to have to hire Hunters.
In each of the above situations the
territories are green-field and will require some investment in time
and effort
before they begin to pay off by generating revenue. But, in
the pre-revenue phase of pipeline
development, how will you know if your reps are engaged in the right
activities to ensure
their, and
your, success? Even if they are engaged
in the right activities how will you know if they are executing
properly?
Finally,
if they are doing the right things and doing them in the right way how
will you
know if they are doing enough of
them on a daily basis to become successful in the shortest possible
time frame. The ultimate measure of a
sales rep is revenue generation. But initially
management needs a way of evaluating a rep’s efforts to
determine if they can
be successful in a reasonable time frame.
The Protean Methods Pipeline Development Process gives management the
tools to make that determination. The
foundational tool in the PMPDP is a cold calling tracking
sheet that goes beyond counting dials and assists sales management to
understand what is working and what is not.
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