Successful sales
Can you respond positively to the following questions?
• Do you have a board member with direct responsibility for sales?
• Do you have a formal, effective sales process?
• Is the sales process really used as it should be?
• Do you invest in sales training to maximise performance?
• Do sales people have clear territories and performance targets?
• Do you have sufficient tools and resource so that sales people spend their time selling (as opposed to sorting out customer problems)?
• If you do not have full-time sales people do you have a system that ensures enough time is spent on selling?
• Do you have a commission scheme that motivates sales people to deliver results that match your business plan?
• Do you measure individual sales people's performance and take remedial action with under-performers?
• Do you have a clear plan to increase sales to existing customers?
• Do you have a formal sales forecast methodology?
For more information please contact Paul Chapman on 0207 100 1233 or paul.chapman@azurepartners.co.uk