Sales Process Improvement Pl A Key Part Of The Sales

Sales Process Improvement Plan A key part of the sales process is understanding sales across our region in a way that we can drive marketing, sales associate performance and overall regional performance. Our current sales tracking approach is sporadic in nature and left up to each individual sales associate, which makes trending and decision making across the region difficult. Implementing a standardized sales tracking process across our sales force will allow us to better understand our wins, our losses, lessons learned from both, and the performance of individual sales associates and our collective sales team. Selecting a process as well as the specific software from within our sales team can be one major mechanism for us to jump†¦show more content†¦(1997). We have seen excellent financial results as we have penetrated markets, grown, and had the luxury of economy of scale in our production which has been manageable from a change perspective. Coming from a start-up, though, our sales process is an ecdotal in nature and each sales associate is allowed to cover a district within the region using their own approaches. This has led to sporadic tracking of client contacts, client sales, reasons for wins or losses from major distribution proposals, increases/decreases with individual clients, and overall client satisfaction. This lack of a solid database of sales information leads to an inability to identify trends, difficulty in understanding true sales associate performance, and makes management decision making around existing and new products difficult. I recommend that we implement a systematic sales tracking process across all of our sales associates that allows for better understanding of our performance, allows for trending of that performance, and allows for future decisions to be made based upon a stronger base of information. Necessary Change in Sales Tracking A standardized process for tracking product sales integrated with a software product designed for tracking sales will enable our sales associates to focus their efforts more effectively. Side benefits of such a process will include better understanding of marketing effectiveness, trending of performance by management of individual products