A referral source of ours begins ……….. “Glenn, my contact is a National B2B Head of Sales Management System, and by his own admission, too focussed on the home State, and less a manager, more a primary lead generator and converter. He says he needs to build the capability of his sales team, via a type of sales capability program. However, as I probed and listened to him, I uncovered issues around role clarity, segmentation, geographic alignment, product alignment. There are more issues than that, I could go on, but in short the guy is feeling the strain. They have a winning product and wrap around service, but…………..”.

“Richard”………I jumped in to fill the pregnant pause……….”let’s go have a chat with your colleague.” “ I propose we help in the first instance just by helping clarify the thinking around what he actually needs. I don’t profess to know the answer to that question at this stage. But I am sure that if we frame the thinking and discussion around sales management system elements……..

• Go-to-market and sales strategy ………then………
• Sales team alignment against the players in the respective segments in the value chains/distribution channels ……….then …………..
• How to make “litmus test” quick assessments on current sales team productivity and return levels……..then……..
• An initial determination on the scope of the market(s), populations within, and competitive landscape………….and…….

………… we listen, I am confident we can help your colleague work out if he really needs X when he is asking for Y.