We assure that our market strategies and product development programs link directly to the increased economic value of the firm.
Our market initiatives and product investments are market-needs driven, focused and consistently achieve good financial results.
We have an integrated market strategy, business development, sales and performance management process. It is required basic training for our marketing, sales, and business unit management teams.
We consistently achieve price premiums and are not forced to take undesirable pricing actions to win or save business.
We have a proven process and tool set for assessing the attractiveness of new market opportunities and creating strategies to penetrate them.
We have a formal Business Development function responsible for building channels-to-market and testing the viability of new market and product opportunities before launch.
We expect of, and reward, our sales team for more than just achieving bookings targets;
We expect of, and reward, our sales team for contribution to profit margin.
We expect of, and reward, our sales team for customer retention targets.
We provide a special incentive to sales for new, first-time clients
We expect of, and reward, our sales team for providing timely market and competitive intelligence.
We expect of, and reward, our sales team for identifying new product ideas and ways of increasing the value of a customer transaction.
We have a formal sales process that is required basic training for our sales, sales support, and other employees with regular customer contact
Our sales team consistently brings in highly qualified account opportunities resulting in a high win rate (> 50%).
We expect our sales team to maintain a sales pipeline and we have confidence in the quality and $ value of the opportunities in it.
We have a good system for sales management which includes sales opportunity pipeline visibility, sales strategy formulation, formulating and managing action plans and providing accurate forecasts