Sales Force Productivity

Atrio's sales force productivity enhancement approach is completely unique. It is aimed at improving your company's value chain performance by focusing on activities that add value to your customers while minimizing costs. Atrio's approach addresses sales processes, your people, and the supporting technology. Based upon a sales maturity model developed by Atrio, your company's sales capabilities are analyzed and a comprehensive enhancement plan is developed to improve sales productivity. This program will benefit all of your company's stakeholders and it maximizes benefits in complex/strategic sales situations.

Background & Rational
Basic sales methods have not changed since John H. Patterson, founder of NCR & father of modern selling, developed them in the 1880s. Yet, the market conditions that we sell in, have continued to evolve (significantly):

• customers have more power with global purchasing, reverse auctions, marketplaces, consolidation in industries;
• more competitors have emerged, often very specialized;
• new products, services, and technologies represent new competition;
• organizations have introduced quality programs such as ISO, CMM, 6 sigma, & business process improvements; recession.

To complicate matters, many buyers and buying organizations have made great strides forward in their level of sourcing sophistication:

• evaluation processes - qualification and ongoing;
• buying processes;
• use of the Internet;
• use of IT to assist the sourcing process, such as global purchase orders, purchase price tracking, & decision support systems.

Solution
To permit your sales force to aggressively take on today's changed environment, Atrio has developed a framework for analyzing and improving your sales force productivity. We have adapted quality concepts used in other parts of companies and translated them into practices that make sense for a sales organization. This model is based upon over 20 years of experience and input from Fortune 500 sales and quality executives. Based upon Atrio's sales maturity model, a best-practice gap analysis is performed and a plan is developed to enhance the capabilities (processes, people, & technology) of your sales organization. Once implemented, these enhancements can translate into a sustainable competitive advantage.

Atrio consulting services include:

• Sales strategies, policies, & processes
• Analysis of sales organization, practices, & initiatives using Atrio's unique sales maturity model
• Development of sales force productivity enhancement plans
• Sales change management
• Automation of sales processes/workflows
• Implementation of productivity improving CRM technologies

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