CSO Insights Sales Relationship Process Matrix
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Sales Relationship Process (SRP) Source: CSO Insights, Sales Relationship Process (SRP) Matrix, © copyright CSO Insights Medio Waldt, [email protected] , 610 659 3489 Where would you assess your Sales team on this SRP Matrix? How does this impact your Sales Performance? Trusted Partner Strategic Contributor Solutions Consultant Preferred Supplier Approved Vendor Random Process Informal Process Formal Process Dynamic Process Define Level of Relationship Define Level of Sales Process Rep understands buying organization and has aligned objectives and strategic vision Rep is focused on product knowledge; basic selling skills No documented or adopted sales process; managers track activity as-needed Documented sales process but not enforced Documented sales process enforced/ re-enforced Defined process is documented, reinforced, with metrics tracked on an ongoing basis Rep understands buyer’s industry and competitive impact of their product Rep understands buyer’s business and how their product would help the buyer Rep understands how customers use their product and has proven track record 73 As perceived by Customer
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Transcript of CSO Insights Sales Relationship Process Matrix
Sales Relationship Process (SRP) Source: CSO Insights, Sales Relationship Process (SRP) Matrix, © copyright CSO Insights Medio Waldt, [email protected], 610 659 3489
Where would you assess your Sales team on this SRP Matrix? How does this impact your Sales Performance?
Trusted Partner
Strategic Contributor
Solutions Consultant
Preferred Supplier
Approved Vendor
Random Process Informal Process Formal Process Dynamic Process
Define Level of Relationship
Define Level of Sales Process
Rep understands buying organization and has aligned objectives and strategic vision
Rep is focused on product knowledge; basic selling skills
No documented or adopted sales process; managers track
activity as-needed
Documented sales process but not enforced
Documented sales process enforced/
re-enforced
Defined process is documented, reinforced, with metrics tracked
on an ongoing basis
Rep understands buyer’s industry and competitive impact of their product
Rep understands buyer’s business and how their product would help the buyer
Rep understands how customers use their product and has proven track record
73
As perceived by Customer
