An Organizational Approach to Improving Sales Productivity
Virtually all organizations are challenged with improving sales productivity issues. Significant investments have been made in talent, systems, methodologies, business intelligence and much more. Yet the return on those investments vary significantly. Some are doing well, others hit or miss and far too many are failing to deliver desired results. What worked there isn't working here.
The Sales Readiness Charts above demonstrate how locations within the same region can have different strengths and weaknesses. Rolling out a program focusing on developing Solution Knowledge will likely have a positive impact for Location A which has strong client knowledge and performance disciplines. Location B already well versed in solutions, lacks performance disciplines and is less likely to measurably benefit. The opportunity is in creating improvement plans for each location that will have the greatest ROI and result in significant and sustainable sales growth.
Why do I need an Organizational Sales Assessment?
What exactly is the SORC® Organizational Sales Assessment?
What Should I Expect From the SORC® 360 Organizational Sales Assessment?
How quickly can I get results?