Sales Builder
Sales Builder | Sales AccelerationA business framework and process that operationalizes business strategy; promotes a high performing sales culture; works to establish the linkages between what a business stands for in the minds of customers – MARKET POSITION – and what sales leaders (sales teams) do in the areas of PRICE management, VOLUME sales, field management of product and service MIX.
By participating in Sales Acceleration, leaders and teams deploy a winning sales culture across five critical dimensions:
- Sales Strategy: Align company goals to sales goals | develop sales business plan | scope industry and competitive landscape | hone value prop messaging | define prospecting strategy
- Sales Process: Develop customized pipeline | define sales stages; question protocol | develop sales tools | define support functions
- Sales Management: Define sales coverage and territories | define job responsibilities |imbed sales forecasting tools | customize pipeline management tools | implement sales training | finalize sales metrics
- Implementation: Develop sales team accountability, quotas, profiles, job descriptions | facilitate one-on-one rep meetings | create, present weekly pipeline report
- Execution: Provide coaching for sales building | lead weekly sales meetings | develop sales best practices | provide ongoing sales training | execute ride-along to key sales calls | provide need corrective action