Years of working with leading companies and hundreds of hours spent researching and developing the 5-Pillar Strategic Sales Organisation Framework and AssessmentTM has led me to understand, at a deep level of certainty, that many companies are not realising the revenue, margins and profits their organisations are capable of achieving. There is a strategic option to address this challenge; a silver bullet for all companies.
BUSINESS ENVIRONMENT CHALLENGES
There is no doubt the business environment is changing rapidly.
- Executives face time pressures as a result of the exponential rate of change and technological advancements.
- Companies face the dual challenge of commoditisation driven by globalisation and the disruptive forces of nontraditional competitors entering their market space with product and service offerings targeting their customers.
- B2B companies have the added challenge of multiple stakeholders involved in almost every purchasing decision and the fact that potential customers know more about their options than the sales person.
BUSINESS MODEL CHALLENGES
Compounding these business environment challenges are business models that preclude a company from being the low-cost or differentiated option in its chosen market segment.
THE TIME HAS COME
In the face of these challenges, companies that depend on their sales organisation to grow revenue, improve margins and increase profitability, need to seriously reconsider how they prioritise and resource their sales organisation to ensure it is equipped to perform optimally as a key contributor to the company’s success.
A key success factor is to acknowledge that engineering a sales organisation to drive exponential growth is not a patchwork exercise. It is a set of integrated strategic, process, activity and training choices that differentiate a company through its sales organisation.
THE PATHWAY TO PROFITABILITY
This story is from the January - March 2019 edition of thinksales.
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This story is from the January - March 2019 edition of thinksales.
Start your 7-day Magzter GOLD free trial to access thousands of curated premium stories, and 9,000+ magazines and newspapers.
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