The Sales Model

The "Sales Model" is exactly about how sales are to be generated, who / how they are to be generated. The Sales Model also describes the"Rules of Engagement" in which so-called "rules" may be defined to specify who does what during the Sales Cycle. The Sales Cycle usually begins with the first point of contact from interested customers. These could be leads generated through your website, or leads generated by the Inside Sales Team. Such leads are "qualified", that is scrutinised for the authenticity of their orgin, the company or people behind the lead, and the people responsible for making the final decision around the potential sale. Yes, a somewhat complicated but necessary process to define. The clearer the definition, the less the probability to creating of a channel or sales conflict within your company. These "Rules of Engagement" complement the Compensation Architecture in that they delineate who is responsible for what in the sales cycle, from lead generation to the final closing of the deal, to the post sales process. The Sales Model can readily be attached to the Compensation Architecture, or as a separate document In this 4 Day, 2.5 hrs per day Workshop, L.W.S. Catalyst will escort you and key members of your Sales Management team to the development of this important document. The Sales Model developed will be "right-sized" to your company, and should be treated, as the Sales Compensation Plan, as an annual document, based on the renewed / annual sales and market situation of your company. The deliverables coming out of the Sales Model: - Document providing for a clear description of the Sales Cycle, from lead generation, to lead qualification, direct sales negotiation with the customer, closing of the deal, and post sales support. - Document providing a transparant description of all the Sales and Sales related roles and responsibilities within the Sales Model. - Document describing the clear "Rules of Engagement" throughout the Sales Cycle.