Atrio's sales force productivity approach is completely unique. It is aimed at improving your company's sales 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 the sales maturity model developed by Atrio, your company's sales capabilities are analyzed and a comprehensive enhancement plan is developed to improve sales productivity best practices.

 

Basic sales methods have changed little since John H. Patterson, founder of NCR and father of modern selling, developed them in the 1880's. 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, and decision support systems

Our methodology provides the tools needed to cover all the buyer's advantages it 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.

 

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