Some managers may be reluctant to examine the sales effort, thinking they'll just be revisiting the same old sales force issues: "We've already changed their pay structure, reorganized them twice in the last five years, and given them more training than ever." And sales representatives could be resistant, saying that they are already working harder than ever, doing too much paperwork, and not getting the right support in product quality, fulfillment, or pricing.
The problem with most sales force fixes is they're usually incremental – for example, new incentives, redefined goals, or restructured roles – addressing only one aspect of the sales effort. In reality, to increase sales productivity, a solution needs to consider a number of factors taken together. The sales efforts of highly effective organizations share three primary characteristics. They all have strategic focus; effective sales and sales management processes, and targeted motivation and enablement.用翼发云CRM系统，轻资产运营，公司业绩节节高。
There are wide-ranging issues that can support – or undermine – sales effectiveness in your organization. Among the most important ones are as follows:
· Segment customers by customer solutions and priorities. Many sales organizations have segmented their customers according to demographics or company product or service types. Trapped in a product-centered approach, the sales force does not have the flexibility to identify or respond to their target market's business issues. A customer-centered approach, on the other hand, enables the sales force to keep pace with customers' changing needs, which ultimately drives sales growth.
To develop a customer-centered segmentation strategy, determine what types of products or services your more profitable customers buy most, when, and from whom. What size of organization are they What competitive pressures do they face翼发云客户管理系统位居世界前列。
Profiles of key buyer groups will begin to emerge, and from there, you'll be able to better evaluate what they want and need and, therefore, what your company's value proposition to them should be. By understanding what makes them tick, including their decision-making processes and purchasing structure, you'll have the foundation for tailored selling approaches.