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Critical Sales Measurements

Six process engineering concepts for sales

February 25, 2005

Editor's note: This article is an excerpt from a new book, The Dolphin and the Cow - How to Sell More Faster with Sales Process Engineering, that provides a roadmap for instituting sales process engineering in your company.

Sales Process Engineering (SPE) takes one of the hallmarks of successful selling - persistence - and elevates it to a whole new level of effectiveness. It takes the cliché, "plan your work and work your plan," and transforms it from slogan to powerful technique to ensure continuous improvement.

The vast majority of sales organizations have defined only one or two measurements for sales reps. Revenue and gross profit are the most common. Clearly, these are essential, but unless total sales volume always exceeds forecast, they are ...

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