The Sales Directory

Managing the sales function is critical to any organization. No sales...no business! Are you satisfied with the results? Do you feel you could go faster, sell more, or sell better? Are you happy with the quality and accuracy of the sales forecast? Are you controlling the conversion in your pipeline? Do you feel (or are you sure) that your cost of sales is increasing beyond your control? You think your sales force is not adequate, but have you reviewed your processes lately? A new context, new challenges. Your customers and partners have acquired new ways of developing products/services. They are more informed about the offer and often better informed about the product/service attributes. Gone are the days when you were the only source of information about your offering and the relative positioning of your competitors. Demonstrating the technical aspects of your solution is not as helpful as your understanding of the customer's issues, strategic alignment with their objectives, and ultimately the differentiator is your mastery of the impacts of your solution and change on the customer. How to better understand your role, put forward what contributes to advancing the sales cycle at the customer by developing new reflexes, understand the dimensions of the customer, the interpersonal skills necessary for optimal interactions and your role in developing strategic customer partnerships.