Off the Cuff --- Eight Tips on Sales Process Management

Guest post by: Dr. Rick Johnson
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Sales Management --Unmask the Confusion of Territory Account Assignment - By Dr. Rick Johnson

Process Management Eight Tips to Support Solution Selling The role of field sales in the past focused around selling products to customers. The role has now shifted rapidly to developing solutions and programs for customers that, once sold, allow product to flow through the business-to-business relationship. When developing process management tools for use in the field sales management function, the tips below should be addressed carefully.

The professional field sales representative must. . .

1. Plan allocation of their personal time and other available resources to optimize performance against the expectations (frequently conflicting) of their employer, their customers and their suppliers.

2. Gather information from customers, suppliers and their own employer in areas of needs and requirements. Needs would include organization, job and personal needs within all three groups.

3. Continually gather information on threats and opportunities as well as emerging trends within their industry from sources outside of their customers, suppliers and their own companies.

4. Analyze information from their three constituencies and outside sources to formulate and develop solutions that increase economic value.

5. Plan, present, persuade and implement identified solutions.

6. Keep their employer informed with respect to activities, results, work in process, threats and opportunities.

7. Support the ongoing transaction management activity including pre-sell activity, transaction activity and post-sell activity. As distribution companies evolve, the role of field sales in this activity shifts from primary to supportive.

8. Ensure that they maintain an ongoing training and development activity to increase their knowledge and professional effectiveness.

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Sales Management --Unmask the Confusion of Territory Account Assignment - By Dr. Rick Johnson

About the Author: Dr. Rick Johnson

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www.ceostrategist.com - Sign up to receive "The Howl" a free monthly newsletter that addresses real world industry issues. - Straight talk about today's issues. Rick Johnson, expert speaker, wholesale distribution's "Leadership Strategist", founder of CEO Strategist, LLC a firm that helps clients create and maintain competitive advantage. Need a speaker for your next event, E-mail rick@ceostrategist.com.

Dr. Rick Johnson has over 35 years of experience in distribution sales and operations. Rickï¿½s career can be broken down by decades. The first ten years of his distribution career were spent with the largest steel-processing distributor in the world (Joseph T. Ryerson). The second ten years began with Rick starting his own processing distribution center from scratch. In the first year, sales reached $1 million dollars and had grown to $25 million in its tenth year when Rick sold the business to one of the major national chains. The third ten years of Rickï¿½s career dealing with financially troubled Turn-A-Round companies. After completing ten years of TAR work, Rick decided a decade of acting like Darth Vader was enough and became a consultant to the Wholesale Distribution Industry in 1999. Rick received an MBA from Keller Graduate School in Chicago and a Bachelor's degree from Capital University, Columbus Ohio. He also served six years in the United States Air Force as a survival instructor. Rick completed his dissertation on Strategic Leadership and received his Ph.D. in 2005. Rick is frequently published in numerous magazines including a column in Supply House Times, with over 250 different articles published to date. Heï¿½s also a published author with eight books to his credit.

Click here to visit Dr. Rick's website.

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Off the Cuff --- Eight Tips on Sales Process Management

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