Because strong sales are vital to business success, most organizations work tirelessly to create the best sales operation possible. After all, sales are a key driver of revenue and, put simply, the single most important objective of most organizations.
Sales people are also some of the most important representatives of an organization, shaping perceptions of the organization through their personal and one-to-one interaction with prospective customers.
An effective sales operation is one that is aligned with other business activities, such as marketing and project delivery, and acts as a key source of market intelligence due to its presence on the ground. It involves a team that is driven, has strong selling and negotiation skills, and is knowledgeable not only on the company’s offering, but also on customer needs, market trends and competitors.
MENTOR’s sales performance advisory services involves a review and redesign of sales processes, development of policies and procedures, and a comprehensive sales-focused training program.
How we help create a strong sales capability
Part of the groundwork that we do involves market research, competitor analysis, benchmarking and assessment of customer perceptions, in order to achieve a thorough understanding of the organization’s position.
We also enhance the various processes involved in the sales function to ensure more efficient workflow, better collaboration, and clearer monitoring and reporting of efforts.
To this, we add an educational layer through learning programs that are run at two levels: one targeting sales executives through skill-based programs to sharpen sales and communication skills, and the other aimed at their managers to develop sales planning and people motivation abilities.
In addition, the program aims to instill a strong grasp of the organization’s and competitors' business models and market positions, a solid understanding of the organization's products and services and the ability to present them well. Read about our sales performance training workshops.