A potential client has asked me how to transform her sales organization into a "world class" sales organization. Here's what I told her but I'm curious about what else you (i.e. the ERMS community) would have said.
I told the client that there are at least two important characteristics of a "best in class" sales organization:
* Their ability to manage profitability in addition to sales volume/revenue
* Their ability to create consultative partnerships with customers that result in "sometimes the customers winning and sometimes the
sales person winning" on difficult issues that often arise in a business relationship
What else would you have told her?
