The Process of Sales Achievement
Phase 1: Organization
Preparation:
Charting Your Course
Exploration:
Setting Your Compass
Preparation - Charting Your Course
Focus: Establishing your goals.
Tools: Effective goals are in writing; Identifying both short and long term goals; Align your goals with your customer's goals
Exploration - Setting Your Compass
Focus: Research your prospects & competition.
Tools: Developing an effective Prospect List; Researching for Corporate Profile, Incumbent Profile; Developing a 'business fit', then 'product fit'; Outlining your points of differentiation
Click on a phase in the cycle to see more information.
- Organizational Phase
- Sales Activity Phase
- Account Development Phase