Sales Dimension™
A powerful tool for rapidly investigating your sales organisation to identify where management could apply resources for achieving the greatest improvement for the least effort expended.
Every sales organisation has sales force problems – but where do we start first?
Sales Dimension™ is a model that describes the five key dimensions that comprise a well structured sales department.
- Actions - How much actual selling is taking place and what is it achieving? How good is the team.
- Directions - Where is the sales force being directed? Is this direction congruent with the marketing plan and corporate strategy?
- Disciplines - What systems and procedures are in place to guide and monitor sales activity? Are these an astute balance between help and hindrance?
- Competitive Advantage - What is the basis of the firm’s competitive advantage? Is it a sustainable competitive advantage? Is the sales force leveraging the competitive advantage or simply sucking margin?
- Culture - Is this the type of organisation that views the sales organisation as a cash lifeline or a cash vampire?
By comparison to other management disciplines, sales force management is a frustrating “soup” of poorly defined, poorly measured, vague activity...and that is the way sales people like it.
But it doesn’t have to be the case.
Sales Dimension™ dries out the primordial soup exposing the true sales DNA. From this we can use the “thus exposed underlying metrics” to evolve a powerful sales machine.
Sales Dimension™ is a tool for dissecting what is happening in the sales department to identify what needs to take place to bring about improvement.
What is the result? Put simply, the result is focus.
Solid answers to the hard questions (the right questions); this is where sales will come from, this is what we have to do to get it, this is who is doing it, this is how we will measure it, and finally these are the new behaviors that we need to exhibit as a management team to sustain the sales focus.
Does Sales Dimension™ work?
Let me provide you with the telephone numbers of three CEO’s (our customers) who will independently verify what Sales Dimension™ is capable of delivering.
Contact JWPM today to find out how Sales Dimension™ can deliver a more effective and efficient sales organisation.
