In order to be an effective Sales organisation there needs to be broad recognition throughout the business about the importance of Sales.
This recognition needs to come not only from the Executive levels but also from other functional areas of the business. In businesses where Sales teams are resented or unfairly criticised, an unintended culture can emerge where Selling becomes unappreciated and even subtly discouraged. Organisations that are highly effective in Selling, pride themselves on being a 'Sales- driven' organisation and the culture of the organisation is indicative of this focus.
Without an effective Sales Mechanism, a commercial B2B organisation will fail.
Regardless of how well an organisation embraces innovative technology, lean- manufacturing principles, supply chain optimisation, leader-full cultures or astute financial management principles - Sales remains the key to generating revenue.
A successful Sales Function is the vital platform on which other areas of organisational excellence can be built.