Total Pageviews

Recommended Sites

SEE MY OTHER BLOGS

Marketing Lists – Audit yourself from a marketing perspective

Marketing Blog – practical take on marketing today
Sales Blog - where will you be without sales?
CEO Blog - How do you get People to Perform?
Life of a Professor – World as seen from S P Jain Campus


Search This Blog

Aug 26, 2012

Attaining more account / sales management maturity


Account Management Maturity Model


3 Ways to move up the Maturity Model
 
Design, Develop and Implement a Sales Process mapped to a Buying Process.
The foundation of any sales strategy is a well-defined sales process that is adopted in the field.  Sales Managers can then coach and develop to the process, improve productivity and begin to move up the model.

Implement a Sales Performance Management System : Baseline the Key Performance Metrics by identifying how to measure these metrics accurately. Use these baselines to gauge performance as you mature. Make sure you understand what the reasons for improvement are.

Stick to the Sales Management Fundamentals : Regular cadence around one on ones, sales meetings, field evaluations and coaching to situational development is key to increasing maturity on the model. Adhering to seeing customers, making sure sales reps spend the majority of their time selling and measuring leading indicators (funnel depth) vs. lagging indicators are essential to success.

1 comment:

  1. Its a good job.and i appreciate to the writer because description is very nice.
    B2B Portal Development Company

    ReplyDelete

I will reply within 3 days. If you want me to respond separately, write your e mail id and cell number. It will be only with me and not get published because all comments pass through me before they appear on this site.