The Complete Guide to Accelerating Sales Force Performance

Conclusion

The sales force has the power to customize the sales process for each customer. This power comes at a price. On the one hand, variability in salespeople's capabilities and motivators creates variability in the sales actions. On the other hand, the customization itself makes the salesperson's company vulnerable to salesperson turnover. A precision selling program seeks to capture the benefits of customization, while bringing some discipline to the process to reduce the impact of the potential pitfalls. Beginning with a process for segmenting customers/ prospects based on their profile, behaviors, and needs, and ending with a process for implementing, tracking, and analyzing activities and impact, precision selling helps close the loop ...