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Sales Performance International helps clients achieve predictable, sustained revenue and profitability improvements by enabling them to become truly "solution-centric." SPI's Solution Centric Framework™ provides a systemic, repeatable methodology for driving improved revenue engine performance. Most companies who are struggling to drive sustainable growth experience a near universal set of performance-related problems, or “symptoms.” These problems typically manifest themselves as one or more of the following: Lack of qualified leads in the pipeline Difficulty positioning value and differentiating offerings Inability to access buying power and sell effectively to executives Late entry into opportunities and frequently “reacting” to RFP’s Wide variation in quota attainment Lengthy sales cycles and frequent “no decisions” Frequent pursuit of unqualified opportunities Difficulty selling complex offerings and winning major opportunities Failure to realize revenue potential in major accounts Wide variation in forecast accuracy In most cases, companies assume that these types of problems are primarily a sales organization issue. While the sales organization is often a contributing factor, a common reaction is to launch a sales training “event” without a deeper understanding of the systemic CAUSES of the problem(s). While sales training can be a critical component for improvement, many of these projects fail to deliver sustainable results because other sales performance factors are not considered.
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For more information regarding SPI's Solution Selling, contact Mondo Solutions, info@mondosolutions.com |
More To Solution Selling Than The Salespeople The demand-poor environment has created a new reality - you must align the “above the funnel” functions closely with “in the funnel” sales execution. Simply calling your products “solutions” or bundling products with services does not necessarily solve real customer problems – nor does it help sales people articulate defensible value at the point of sale. Sustainable change and results require a systemic approach. To sustain profitable growth, companies must address a key set of systemic challenges, both in the funnel and above the funnel. We help companies identify and address the systemic CAUSES of sales performance problems. Business Transformation Services When confronted with revenue growth problems, it is critical to understand where key barriers and interdependencies exist before taking isolated actions. Sustainable performance improvement often requires alignment of key strategic, operational, and tactical drivers within sales and marketing organizations. In many cases, companies fail to realize a return on investment for training “events” or isolated improvement projects that are not reinforced by overall business practices. Real business transformation requires a systemic understanding of WHY problems exist, and HOW to address their real causes.
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