Read Between the Ps

A recent article from Bain, published in Live mint, discusses the evolution of sales strategies and Sales force Management . The article, Bain Brains: How to enable your sales force to deliver more , reiterates the importance of instituting processes in the sales systems, and illustrates how companies have improved productivity by doing that.. “ …(companies) are reinventing their go-to- market approaches by using data, analysis and systematic selling tools to increase the productivity of reps across the board and help boost the performance of fair-to-middling performers up closer to the top quartile. ” Thus, the effort is to be made in raising the bar for the average performers, making them much more productive and not relying on the top performers to get more business for them. Though most of the strategies and trends discussed in the article – of deciding sales targets through an iterative process , a bottom-up decision-making , redefining sales territories and sales channels and ...