The ability of sales management and their respective sales forces to produce sustainable revenue performance against expectation is being called into serious question today. Why? In large part; strategies and business models that worked only a few years ago, simply don’t work well today. Nowhere is this statement more applicable than for organizations operating in b2b, complex sales environments. These organizations are also described as selling ‘solutions’ and/or providing ‘value add’ services to their customers/clients.
“You already know…From a revenue generation perspective we are operating in an uncertain economy that,at the very least, is pushing out the decision process in time by companies to make capital purchases.
What you may not know…A ‘No Decision’ currently represents a significantly larger percentage of total potential near term revenue opportunities than the revenue percentage ‘lost to competition.’
“If you manage the sales process, you manage revenue performance.”
