When you don't execute the Key Components for effective sales management in the 21st century, it could lead to a slew of unintended negative consequences. Consequences that result in...
Little or no return on investment
Although this will take no more than a few seconds to read, its powerful message will help your organization...
Improve the effectiveness of Sales Management
Align with your Sales Managers and Sales Force
Maximize your Selling Process
Reduce Costly Turnover
Making a mistake in hiring and training is the actual cost of hiring fees, training costs and monthly base salary; costs before a single additional sale is even generated. Turnover is a bad debt and in most cases, incalculable. All training will fail, unless there is a system in place to ensure it is put to use.
Although the productivity and learning curve is different for everyone, at a certain point each sales person is either making it or not. The earlier you can force this decision on your self, the better. ESMS will help you reduce costly attrition, protect important institutional knowledge and preserve your initial investment.
Unless you're in the pharmaceutical business, there is no magic pill to help you improve and sustain your sales effort. There is a way, however, to give your people The Right Start and keep your sales force focused on doing what matters, what's important and what gets you the biggest results.
"Habit is the intersection of knowledge (what to do), skill (how to do), and desire (want to do)."