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

Transcript of CSO Insights Sales Relationship Process Matrix

Page 1: 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