Three defining attributes of world-class sales organizations

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Reference no: EM132294888

Find an organization that you think meets the three defining attributes of world-class sales organizations, as described in Joe Galvin's article Why the Best Sales Organizations Are Better Than Ever on the Salesforce blog. Explain how the organization is exceptional at meeting each one. Is there room for improvement? Why or why not?

1. Customer core

World-Class Organizations focus on their customers Getting closer to customers, becoming connected to their strategic issues, and recognizing that each customer is unique are defining characteristics of the best of the best. “World-Class Sales Organizations know why their customers buy from them,” the study notes. “In complex buy-sell decision making, every customer makes every decision differently—every time.”

2. Collaborative culture

The second difference-making best practice is to foster and maintain a collaborative culture. This goes beyond the widely perceived need for sales and marketing alignment. Every resource within the company must be ready and willing to engage with sales on behalf of the customer. Some specific aspects of collaboration highlighted by World-Class Sales Organizations are:

Allocating the right resources to pursue large deals.

Management helping the sales team advance opportunities.

Leveraging the best practices of top salespeople to improve everyone else.

3. Calibrated success

World-Class Organizations know why they are successful. Fact-based strategic analysis allows companies to know why they are successful and how they can improve. Naturally, technology plays an essential role.

Reference no: EM132294888

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