We did some research into Sales performance in 2010. Particularly into what the best performers did that the rest did not. It was clear that high performing sales organisations outperform the rest in a number of aspects in the sales process. Not least the ability to have a disciplined approach to sales.
Our research showed that they are in fact TWICE AS GOOD * in a number of key areas:
- A structured approach to account planning – using structured planning to create opportunities with their chosen accounts
- A disciplined approach to choosing the bids they go after – selecting on fact not emotion
- An effective sales management process – clear approach to managing the sales process and reviews
*Twice in broad terms as the high performers scored roughly double that of the rest (within a tolerance of a few %)