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The Sales Team

According to a recent study undwerwritten by Sales Performance International and conducted by CSO Insight, more than 86% of respondents indicated that a sales process either improves or significantly improves their sales effectiveness.   CSO Insights has also found that key performance metrics directly correlate to sales process maturity level -- and that only "level four" organizations realize the remarkable performance differences noted below:

 

11.6% higher quota attainment

13.5% improvement in win rates of forecasted deals

30% reduction in turnover

185% improvement in cross selling and up selling

143% improvement in selling value and avoiding excessive discounting

 

DO YOU WANT THE RESULTS OF A "LEVEL FOUR" SALES TEAM? Learn more. Download our whitepaper on sales process. >>

 

But the question remains, what is a "sales process"? Misconceptions abound -- impacting how we approach sales effectiveness initiations.

 

HOW DOES YOUR SALES PROCESS MEASURE UP?

A few of the more common misconceptions heard in the market include:

 

We have a Customer Relationship Management (CRM) system; therefore we have a sales process.

 

We have a set of funnel milestones and associated probabilities; therefore we have a sales process.

 

We have a documented set of activities to advance a deal from lead to close; therefore we have a sales process.

 

We have a single sales methodology; therefore we have a sales process.

 

SPI provides the sales organization with a comprehensive approach for successful institutionalization of skills and methods into business practices, including process,  methodology, and adoption.

 

CONTACT SPI TODAY. We have time to hear about your challenges and to share our expertise.>>