SQM - Sales Quality Management

We in SQ company have been improving the sales process in organizations in the past 11 years.
We provide tools for salesmen so they can meet the goals set by the organization and we provide information to the sales department in the organization, up to the level of the single salesman, concerning the methods of operation that should be practiced in order to achieve a quality sales process that is reflected in the economical success of the organization.

So how do we do it?
After gaining experience for many years, the answer concerns a number of areas. Even though each organization has its own unique features, we shall try to provide some general points:
1. The customer's needs are the most important part in the sales process, that is to say, the customer's expectations from us.
The customer's needs are divided into a number of categories: explicit and implicit needs, physical needs, mental needs. We have to become familiar with these needs and try to provide them within the limits of the organization and the product.

2Identifying a sale opportunity and the manner in which we make the connection between the product we sell to the customer's wishes - the cover is everything in life - well, almost everything…
The manner we make a connection between the product we sell to the customer's wishes: the value that our product gives the customer, its advantages or limitations in comparison to competitors, the benefit that the customer can derive from our product.

3. Providing appropriate and effective sales habits to the salesman throughout time. Not "burning" him or the customer.

How the sales process is performed properly: identifying a sales opportunity, handling objections, establishing trust with the customer, personal motivation, handling pressure and meeting goals on a daily level.

Milestones in the SQM process:
1. Diagnosing an existing situation: studying existing figures, touring and observation of the field, becoming a part of the organization's vision and goals on the one hand while examining the customers' wishes and expectations on the other. Relying on the extensive experience SQ company has in the performance of similar processes in similar organizations.

2. Performing measurements before and after a sales event: structuring a specific questionnaire for each process, based upon your wishes combined with the knowledge and research experience of SQ.

3. Structuring a statistical model to predict decision making processes before buying and increasing the customer's share, based upon an analysis of the customer's wishes on the one hand and the specific process practiced by your organization on the other: the outcome of this process is a formula that represents the weight of each element in the sales process on the customer's willingness to buy and/or increase his share in your organization. Each element is measured and addressed in the questionnaire.

4. The stage of questioning:

ð  Independent questioning performed by the company by phone or email, by theSQ Online system. The system was created so as to provide the organization with a convenient and effective platform that would enable inter-organizational investigation.
In such event SQ will supervise over the entire surveys performed by the company, and provide software training and assistance in setting up the call center.
SQ performs and manages surveys for more than 11 years and there are professional aspects that should be learned from experts in this area.
ð External questioning by a research institute when the results are immediately transferred to the SQ Online system where analysis and representation of data are performed. In that manner data and research and questioning possibilities are at the organization's disposal at all times independent from the research institute.

5. Generation of reports, performed in theSQ Online system: SQ will define with each manager regular reports that will be kept in the system and sent to each unit via push mail. In addition, anyone may use the highly qualitative research tools that are provided with the system in order to research topics that he considers important and focus on developments that emerge in the field and that necessitate a quick response.
Each manager is authorized to log into the software and receive an updated status in his personal dashboard in any given moment and perform an in depth analysis of topics he considers as important.

6. Implementing results in the field: performed by setting goals for the entire organization on the one hand and setting "personal" goals for each department. This shall be performed through the MBO model in the SQ Online system and in conjunction with the SQ consultants.

7. Including senior management and later on senior managers in order to improve quality in the organization. Improvement of the sales process in the organization is performed with an understanding that the survey is a tool aimed at improvement. 

8. Establishing a forum of process leaders: 
ð SQM leader in the company headquarters (sales manager)
ð Sales leaders in each department/branch (team managers)

9. Sales trainings and sales management:
A designated training program in the art of sales and management of sale systems.
Expert instructors deliver trainings to workers and managers about ways of improving sales skills according to SQM principles.

10. OJT -on the job training and support to process leaders - tools for leading the change. 
Support and training in the field - monthly meetings according to a yearly program.
A continuous plan of implementation, preservation and improvement throughout time, based upon setting goals, examining results, writing work programs, training managers in the stage of implementation of plans until new goals need to be set and so on. The goal is to produce a system that works efficiently, and gradually the need for close training and inspection of SQ decreases and the organization assumes responsibility over the process.

Change begins now. Your customers are waiting for it.

SQ - Yoy can measure Success

 

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