Sales Excellence: Heating up sales to the next level
heat and endurance
For ViCre sales excellence means a perfect synergy between strong leadership, an integrated sales department, a driven, competent crew, good tools and a streamlined sales process. This implies that your sales department is fully integrated in the company’s value and supply chain, fulfilling a key role between innovation, research and development on the one hand, and delivery and service on the other hand.
Sales leaders are always in the middle of the kitchen, because they like the heat. An excellent, long-lasting sales department however demands more than a vibrant commercial office. It requires endurance. It requires sustainable sales leadership that will monitor and correct on both quantity and quality, on delivering progress and new content non-stop. Because there is more pressure than ever on the sales department. Customers are more demanding. Shareholders and superiors expect more revenue and better reporting at lesser costs.
When you have to achieve more results with less time and resources, relying on individual talent and goodwill won’t suffice as a strategy. You need to optimize your sales effectiveness and efficiency to deal with these increasing expectations. You need a Sales System.
Reliable Forecasting
At ViCre, we believe a coherent sales vision should be hyper aligned with the company’s overall vision. When this is the case, sales excellence is the result of a motivated, aligned sales force. More than anyone else in your organization, your sales people are the face of your company. They interact daily with (potential) customers. As such, they should reflect a deep willingness to fulfill your customer’s needs and to contribute to your company’s growth.
You also need facts and data. Leaders who work with aligned, motivated teams have investigated the causal relationships between stellar results and the actions that led to them. Since they are aware of the parameters that make or break success, they are able to understand which activities lead to which business outcomes, to make reliable forecasts and see further ahead in the future. To trust more is to worry less, and creates more room for constructive thinking.
When these conditions are met, you can build a sales team that can provide you with a reliable activity-based forecast covering an 18 month timeframe and a balanced mix of short, mid and long-term – meaningful – sales opportunities. At ViCre, we equip you with the right mindset and the right tools to develop an empathic, activity-driven and self-organising sales force.
Basic ingredients for the Sales process
Only make proposals that lead to a contract
Why investing your efforts in drafting proposals that no customer will ever agree upon? Too many sales people do it every day, though, arguing: ‘Otherwise they won’t ask us again.’ ‘They’ll think we’re arrogant’. Better spend your time on prospects that will buy.
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