Sales Effectiveness

Sales Effectiveness

Sales effectiveness refers to the ability of a company’s sales professionals to “win” at each stage of the customer’s buying process, and ultimately earn the business on the right terms and in the right timeframe.

Improving sales effectiveness is not just a sales function issue; it’s a company issue, as it requires deep collaboration between sales and marketing to understand what’s working and not working, and continuous improvement of the knowledge, messages, skills, and strategies that sales people apply as they work sales opportunities.

Sales effectiveness has historically been used to describe a category of technologies and consulting services aimed at helping companies improve their sales results.

Examples:
* Sales Force Automation solutions such as Salesforce.com
* Sales Knowledge Management solutions such as [http://www.kadient.com Kadient]
* Sales Intelligence solutions such as Generate and iLantern
* Sales process consulting companies such as Astadia, Accenture and Capgemini

Resources:
* http://www.closebiz.org/

Many companies are creating sales effectiveness functions and have even given people titles such as VP of Sales Effectiveness.


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