sales

1. Effective SAM - Key Benefits
 Achieves sales force integration without
reorganization
 Creates more cross selling & “integrated”
relationships with more account stability
 Transforms business from project or campaign based
to an annuity business…..fewer competitions = more
profit
 “Automatic” staff training on client issues through
POV discussions
 Revenue & Profits grow more rapidly in effective
SAM clients

2. What We Do and What We Bring!
•
• We blend our many years of executive sales, marketing and busines
leadership experience with world acclaimed academic research to gu
and mentor our clients through a discovery and change process that
achieves effective execution with measurable results.
• To do it we bring:
– Frameworks
– Processes
– Templates
– Training
– Coaching
– Market Research
– Sample Metrics

3. Lessons Learned
• People
• Compensation/measures aligned
with strategy
• Defined selection criteria
• Clarify consequences of
undesirable behaviour
• Technology
• Integrated CRM
• Analytical tools
• Total Team Commitment
Requirements for Success
Strategy
• Walk the talk
• Business case with cost
and benefits
• Goals and
accountabilities
Process
• Overcome resistance to
change
• Discipline in execution
• Dedicated and
accountable resources