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 SMART
WAY® SERVICES
Selling
the SMART Way®
Selling the SMART Way® is BSG’s powerful
process-driven sales architecture designed to produce consistent,
predictable growth year after year. Struggling to improve the productivity
of your sales force? Don’t know if your sales force is productive
in the first place? Have a productive sales force that you want
to improve even more? Selling the SMART Way® is a step in the
right direction.
While successful sales people may bring in lots of business, productive
sales people do more:
- They develop lots of high-profit business.
- They bring it in at controllable costs.
- They retain lots of today’s customers,
while acquiring new ones for tomorrow.
- They develop accounts through cross-selling
and up-selling.
- They interact efficiently with sales support,
marketing and operational functions.
Selling the SMART Way® simplifies the creation of performance
metrics, clarifies expectations, and gives sales people a context
for their efforts. It focuses the sales team on the customer’s
needs, desires and preferences. A SMART Way project creates a framework
for effective performance that can be documented, quantified and
improved year after year. Components include:
- The SMART Way Laboratory: collaborative workshops
including sales people, managers, and representatives from marketing,
customer service, and operations to craft the process framework
that’s right for your company
- The SMART Way Scorecard: an account-selection
matrix that analyzes the potential of a prospect to become a high-lifetime-value
customer; built on your company’s successful past experience
with customers
- SMART Way Pipeline Management and Forecasting Metrics:
sales-stage definitions based on buyer behavior that accurately
locate any opportunity in the pipeline
- SMART Way Analytical Reports: quantitative
reports that show where your sales process encounters obstacles
and bottlenecks, with recommendations for improvement.
- SMART Way Alert System: the software that
supports the methodology, provided to you as Software as a Service
for low impact on your IT resources and budget.
Can your company benefit from the SMART Way approach? Depends on
how productive your organization is today. Click
to assess your current level of sales-force productivity.
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