The document discusses the components of sales excellence, which are sales execution and sales operations. It states that both are incomplete on their own and should be equally emphasized. However, sales teams often overemphasize execution over operations. Operations provides the foundation for sales and growth requires investing in the science of selling rather than just increasing sales staff or workload. To achieve long-term success, organizations should be forward-thinking, understand customers' needs, communicate clearly with a human touch, listen to customers, and take a customer-first approach.
2. Sales excellence ?
There are two components of sales excellence.
Sales Execution is the day-to-day sales job.
Sales Operations is the compass that points in the
direction sales teams should take when performing their
day-to-day jobs.
Both are incomplete in themselves, and there should be an
equal emphasis on both. Often, sales teams tend to over-
emphasize sales execution over sales operations. Just like
you only see the tip of an iceberg, execution is only the tip
of sales excellence. Most of it lies beneath the surface.
Up to a point, focusing on the tip works. After that, growth
requires an investment in the science of selling, ie, building
a strong operational foundation for sales. You can’t just
keep increasing sales staff, and they can’t be expected to
work harder every year. If you’re facing any of these
challenges, we can help!
3. Vashi
Why Sales excellence ?
Keeping the above in mind, it’s safe to say that to be successful in
the long-term, organizations would be advised to:
Be a forward thinker / Adapt to this rapidly changing situation,
combining intelligent insight with technology and vision.
Be everyone-centric / Walk in customers’ shoes to understand
what they need and where. And be prepared to be flexible to the
needs of different groups.
Be human / Keep language simple to explain what steps are being
taken, why and how it benefits customers. Providing clear and
ongoing communication is vital in a crisis.
Listen and respond / Continually monitor the situation and the
response of customers to measure your success. If it’s not working,
change it!
Companies can survive and even grow through this crisis. Those
that display real integrity and empathy will maintain customer loyalty
and weather the storm.
We have to take A Customer-First Approach During Unprecedented Times
Throughout this period, the way organizations engage and interact with their customers is critical.
