Companies often look to systemize their sales division as part of sales force effectiveness, commonly frustrated through the lack of consistent performance or transparency in what they are doing. Those systems are often considered to be as simple as just installing a CRM which has been marketed to be the ultimate cure. Sadly after investing heavily in CRM companies find they are still no achieving the outcomes they were planning.

Smart companies understand systems require far greater depth and management prowess to effectively work. They undersand it is an integral part of sales force effectiveness. Systems can include everything from sales planning templates, territory plans and other support tools through complex documentation to support the most vigorous bid/tendering processes to ensure deals are won. They can be qualitative and quantitative measurement tools, transparency of performance beyond the pipeline/sales funnel or fiscal reports. They can include the structure of how the team is to operate in the market, the selling culture, the servicing culture and many other important factors that are all quickly categorized under 'systems'. Every business has a different set of systems requirements but they all desire the same outcome - increased performance with transparency and consistency.

Sales Focus International provides tools and systems to assist managers take their organisations to be market leaders. For over 20 years we have been instrumental in the development and implementation of systems to support a broad range of businesses with sales team in the one office location through to literally hundreds of people in the field.

Why You Need Sales Force Systems (as cited by Harvard Business Review)

The refinement of your selling function can directly impact the results delivered by your sales force. Commonly considered to be a need just for sales training, world class organizations that are formidable competitors have recognized it takes a lot more. It is understood there are four levels of process prowess.

Your selling function can directly impact the results delivered by your sales force. Commonly considered to be a need just for sales training, world class organizations that are formidable competitors have recognized it takes a lot more. It is understood there are four levels of process prowess. 

Level One Companies - those that are anti-process, though what they really lack is a single standard process. Everyone does their own thing, in their own way. The company may not be unsuccessful but it is certainly creating enormous opportunity for competitors to take market share from them.

Level Two Companies - those that expect their sales force to follow a process, but it is not monitored or measured. This describes nearly 50% of businesses operating in the world today, whether SME or large corporations.

Level Three Companies - those who typically enforce use of a standard process, but typically looks backward and therefore are constantly exposed to missing opportunities in changing markets. 

Level Four Companies - these companies dynamically monitor and provide feedback on sales force use of systems and standard process. These companies modify systems with on-going changes as they detect even minor changes in the market. These companies are formidable competitors.

Are you a Formidable Competitor? Or, are you a Level 1, 2 or 3 company?

Sales Focus International can assist your business in becoming a formidable competitor in the market place.

To discuss this service further please telephone the office nearest you or complete the online enquiry form here.