Sales
4. Compare forecasts with actual results and validate changes with customers where change may indicate changing behavior.
Sales Methodology The second objective of the Sales category of capabilities is focused on developing a consistent sales methodology. It is imperative that the organization follow a well-defined sales process for identifying and gaining commitment from its customers. An organization should never sell to its customers based on guesswork or an opinion of need, but rather based on achieving the desired outcomes.
Sales Process (Efficiency) Meet shared objectives with buyers 1. Define the interactions and activities each buying role requires to efficiently meet its buying objectives. 2. Prioritize its importance in accelerating the sale. 3. Train team members on the activities and performance expected throughout the lifecycle with the customer. 4. Proactively review win, loss and closed-won tracking data and durations to identify and validate changing customer buying considerations.
www.cammilogic.com
Selling Methodology (Effectiveness) Promote the perspective of the buyer 1. Document the buying objectives of each unique customer segment. 2. Prioritize the buying objectives based on the difficulty the organization will have overcoming them, along with the importance to the buyer role. 3. Define the underlying methodology needed with direct links to the opportunity tracking stages and train teams on why they do what they do. 4. Proactively review direct feedback from customers and employees to identify and validate changing buying objectives.
21