The Sales Dimension model of Industrial Selling
was developed by Justin Wearne in 1998 for describing
the B2B (or Industrial) selling situation; it
forms the basis for a unique and powerful consulting
tool. The Sales Dimension consulting process is
delivered by JWPM Consulting, leaders in industrial
sales and marketing in the Asia Pacific Region.
While working as a Sales and Marketing Manager
and as a business consultant, I developed a model
of the Industrial selling organisation called
Sales Dimension.
In essence, Sales Dimension is a template driven
approach that is based on the following model
of the sales organisation:
The Sales Dimension model of Industrial Selling
developed by Justin Wearne in 1998.
The Sales Dimension theory holds that every manageable
aspect of the B2B selling situation can be described
within 5 categories…
- Actions.
- Directions.
- Disciplines.
- Competitive Advantage.
- And Culture.
 When
applying the Sales Dimension model to a consulting
assignment, each Dimension is segmented into a
further 4 categories.
In fact there are a total of 28 steps in the
process that deeply examines every aspect of an
organisation’s sales and marketing.
The purpose of the process is to provide a structured
investigation methodology.
The real value is the gaining of insights in
to what works and how industrial selling should
be orchestrated.
The process is highly effective, provides metrics,
and enables a management team to pull focus on
what it needs to do to make the sales process
more effective.
Sales Dimension is consistent, thorough and
efficient, and has produced some outstanding results
for many of my clients.
Sales Dimension is a template driven tool
for checking the health of the sales organisation.
Source: The JWPM Model
To download a pdf document that describes Sales
Dimension in greater detail click
here.
To find out if Sales Dimension can assist with
improving the effectiveness of your sales organisation
please contact
Justin Wearne.
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