Sales Performance and Support Print E-mail

 

Marketing and Sales are at the forefront of the value chain.  The right company and product strategy must be buttressed with effective sales performance and sales support.

The ability to achieve sales performance is dependent on having:

  • The right company, product and marketing strategies
  • An efficient sales process and system
  • Focused and persuasive selling skills
  • Customer service as part of the pre-sale and after sales service

Marketing research, market surveys and customers’ feedback provide the basis for crafting the right sales strategies.


Sales Management System
A system consists of multiple processes.  A Sales Management System consists of the Sales Process, of which, Sales Territory Management, Sales Planning, Sales Reporting and Review are all part of the Sales Management System.

The purpose of having a Sales Management System is so that resources are effectively allocated according to company forecasts and strategies. Sales performance is tracked as part of market information gathering and the specific sales information is then given to the sales personnel as feedback.  Based on the sales feedback, sales staffs can then adjust their sales approach in order to better serve the customers within each market segment.
 
Sales territory management (STM) system is part of the sales management system. STM manages sales and improves sales productivity by maximising geographical locations and optimising resources.


Sales Support
Sales support is demonstrated through after sales service and support.  How proactive and efficient the Sales and Support staffs are when dealing with the customers are crucial for sales retention – i.e. repeat sales. Having a Sales Support System, whether it is incorporated as part of the Sales Management System or is in the form of Customer Service Management System is necessary for the support staffs to operate in a responsive manner.

Over the years, we have worked with many companies to establish their sales management and sales support systems.  We have the skills and the experience to help organisations better their sales performance through having the right sales process, sales management systems including sales scorecard, sales training, selling skills practices and feedback. We know what it takes to be successful!