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Strategic Sales Management
Most sales forces are managed “by the numbers” and lack a Strategic Selling focus.
Sales Reviews either don't happen or happen in an ad
hoc fashion. Sales Management is variable, inconsistent and
left to the interpretation of various managers. There is no Strategic Selling process and no methodology.
SSD Product Features
Value to the Organisation
For information on strategic sales management by industry, click on any of the industry specific versions below :
PeopleStreme developed SSD with the specific intent of assisting
Sales Directors and Managers in managing their staff using a Strategic Selling approach. The methodology stems from classic Performance Management
principles which have been well and truly tested in professional services, commercial,
government and other institutions. By doing this, the management “turns
on” one of the most powerful means of changing behaviour
in an individual. Management set objectives, the teams executes
to these objectives, the outcomes are then reviewed and recorded.
Reporting is provided to management as to the achievement
or lack of achievement of the objectives. Operation of a system
like this is simple yet very powerful in changing behaviour.
Changed behaviour leads to a change in results.
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SSD Product Features
SSD is strategic sales management software which provides a comprehensive system to help the sales director manage and direct the strategic sales behaviour and performance of the sales team. PeopleStreme Sales Management Software helps set goals for the activities and sales behaviours necessary for your sales teams to achieve and sustain greater sales success. Your
best sales staff already know what to do, when to do it and how to do
it. The rest need a roadmap to get there. Born from best of breed sales performance management techniques,
SSD delivers results quickly. A sustained change in activity and sales behaviours leads to changed results.
In addition to SSD, PeopleStreme has developed several software solutions
backed up by methodologies to assist organizations in managing
their Human Capital more effectively. For more information
on other PeopleStreme products, please click on the links below:
Heritage
SSD uses tried and proven Performance Management technology
that has been specifically tailored to the management of Sales
Teams. The application is simple to use, low on data input
but captures the essence of sales achievement. SSD is the
new way to manage sales teams to drive results. Gone are the
spreadsheets, the lack of accountability, hello to driving
the sales team to achieve what you want them to.
Market Application
SSD is designed for use in Business to Business sales environments
where the lead time to close a sale is not immediate. In these
environments, spending time on setting sales objectives is
crucial to achieving results.
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Value to the Organisation
SSD typically achieves the following outcomes:
- High accountability for every team member.
- Full alignment of business development
effort to the partners goals.
- Enables comprehensive, quick review meetings
with staff which cover all dimensions of business development
objectives, not just numbers.
- Objective data from which you can really
make Talent Decisions
- "Line of sight" reporting for
partners to see what each member of the team is doing. This
ensures wasted effort is reduced and applied to the correct
objectives.
- Consistent strategic review process across
the firm. This is not a "loose" meeting, rather
a monthly review of the objectives that were set and which
objectives where met. This process is often dealt with in
an ad hoc fashion as most Chartered firms do not have a
clear process to conduct these meetings.
- Identification of talent gaps within
the firm.
What SSD is NOT
SSD should not be confused with CRM systems, forecasting
systems or reporting from an accounting system. All of these
systems look backwards at activity and numbers. None of them
set strategy into the future, then measure achievement of
objectives.
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Summary
SSD is a tool bred from best of breed performance management
technology. It provides a sustainable method to changing business
development behaviour. SSD ensures clear focus, high accountability
and reduces idle time and time wastage. SSD enables partners
to direct effort to achieve their budgets and the necessary
actions to make that possible.
To contact us for more information or to have a copy of this
document emailed to you, please click on one of the links
below.
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