Organisational Buying Behaviour *  Understanding how, when, what and why organisations buy is perhaps more important than ever before. Performative through its 'Performance Initiative' has carried out research over the past couple of years to better understand Organisational Buying Behaviour in order to help our customers. So, if you want to understand more about how the 'Decision Making Unit' works, what the 8 buying steps are, or what internal and external events can trigger a buying need, or to improve your performance you may benefit from reading our white paper. To know more... *

Sales today, more tomorrow, and the next day *  This is exactly what many companies want, but many are finding, with a downturn in the market, that they have more issues than sales. We understand the issues and have products and services that offer a long term solution. To know more... *

A consistent pattern in surveys of CEOs in the past few years has been that selling is their top issue. In the most recent survey of CEOs by SEEDA, of 136 respondents, 82 or 60% put selling at the top of their issues list, next in line was HR with only 19 or just 14%.

Myths about sales performance

• We just need to recruit some new people.
• They do not know how to close.
• All they need is a sales training course.
• We need to ramp up the commission rates.
• We need more partners to bring us business.
• We need to network more.

If you think these are the answers, you are just re-arranging the deck chairs on the Titanic!

The standard techniques used to address selling problems typically focus on superficial symptoms rather than root causes.  The results are usually poor and in any event provide only a short-term transactional solution.
 

• Selling, the Missing Link in Business Strategy
• Ever wished you could clone your top salesman?
• Know your customer - warming up the cold calls
• Acquisition as another route to growth; plan now for an exit

(  call us now on 01494 582 084 or

+  email your request to enquiries@performative.net or

8  submit your request on-line

And the survey said...

As a member of Intellect we have had the opportunity to review a report called "Software & Services in Focus - an Insight in to the Industry" a joint effort between Intellect and KPMG that was based on results from a benchmarking study of the sales operations of Intellect members.

It is clear that for IT Software or Services companies the market is incredibly tough, and with fewer available opportunities it has uncovered issues in the sales operation that had previously remained hidden and these are now causing great concern for CEO’s and other Senior Directors.

On average, 58% of respondents reported that they have an issue within the sales operation (with 75% of large companies reporting dissatisfaction). You may be able to relate to some of the comments made:

"It’s tough to find high quality sales people with a good track record who can sell and who have business knowledge"

"There is a lack of the requisite skills needed in the market place, especially as the market is moving rapidly towards solution selling"

"Finding new business is a problem"

"IT purchases now have to be backed by compelling business cases"

"A new sales process supported by tools, information and well educated sales staff is well overdue"

A copy of the report is available from the KPMG site or contact us to discuss how Performative can help you address the issues.
 

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