As customer demands change, and competition intensifies, companies’ sales effectiveness is put under increasing pressure. Consequently, corporate and commerical strategies are deployed from headquarters to chart the way to growth and profitability, but they do not always provide the impact intended in the daily operations.
Impact requires an integrated end-to-end process from idea to implementation with a suitable implementation pace that allows for dealing with surprises and course corrections in the process.
In seeking to improve your sales operations globally, you should follow five key steps.
- Select opportunities and clear goals
- Define clear policies, but prepare for localisation
- Plan the roll-out
- Make it local
- Realise the desired behaviour