Although this blog is focused on sales, that is only one part of the company. Yet it needs to be in accord with the rest of the enterprise, which often does not have a similar customer perspective.
The conversation inside an enterprise starts with communicating realities from executives, financial managers, and staff who never see a customer. The reality of customers comes from the perceived failure of sales to go do what they have been told to accomplish. In rapidly changing marketspaces the reality of customers is often lost inside enterprises. Everyone in an enterprise must agree upon the reality of customers before sales can effectively allocate and apply top talent.
Sales depend on prior and current actions to build enterprise brand values with reputation and trust. The relationship assets are personal and enterprise-to-enterprise. Good managers and top performers spend the earned assets to achieve great results. Companies would be well advised to help sales achieve those results.
Our next post begins a discussion about enterprise relationships (sales relationships that is).
If you’d like to find out more about how we think, take a look at our sales strategy blog at www.ekalore.com/sales-strategy , or just set up a short conversation with a Senior Analyst – www.ekalore.com/contact
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