An unhealthy belief that a strong Sales Function can save a struggling organisation is an unfortunate characteristic of the difficult economic conditions we currently face. The belief that a good Sales Function can lift a struggling business with poor products and services inevitably leads to disappointment. Although an investment in the Sales Function may lead to a 'spike' in sales, the increase will not be sustainable if the products and services of the business are not of a sufficiently high quality.
Before an organisation seeks to strengthen its Sales capability it needs to ensure that its core products and services are sound. Modern consumers and buyers are sufficiently astute to recognise inferior offerings and will soon abandon organisations that are not meeting their expectations.
The following Product Salability Table provides a quick reference-point for assessing where an organisation's core products or services are positioned as far as quality and affordability are concerned. An understanding of this dimension can inform the type of Sales approach
Is your Sales Force helping your organisation to improve the quality of your Products and Services by ‘feeding back’ key business intelligence?
Learn more - get your White Paper at http://www.banjargroup.com.au/sales-shift-2020.html