3 Unconventional Programs that Enhance Sales Force Productivity
As we discussed before, extreme customer focus is crucial to increasing sales productivity. But is it enough?
Research from the America’s Most Productive Companies: Large Sales Force Analysis suggests there is more to successful sales than just good customer service. Focusing on the customer is great, but to be the best, top sales organizations have to take it to the next level. They must carefully analyze customers’ high priority needs and then align their products, services and solutions to fit those needs.
Really understanding the most pressing needs of customers and providing solutions that satisfy them and deliver value is essential to sales success. To be a “best in class” organization, you have to outshine your industry peers. Here are some examples of how America’s Most Productive Companies did just that!
Innovation. Business is booming for big-time athletic supplier NIKE, who also made the list of America’s Most Productive Companies. In addition to Nike’s athletic shoes, apparel and equipment, they have also launched innovative technology to accompany and contribute to their customers’ workouts. The Nike+ FuelBand, their most recent product, is an electronic wristband that tracks movements, steps, calories, time and total athletic activity. This is a perfect example of how a top sales organization fully understands what their customers want, and then thinks beyond traditional products to satisfy them.
Get Social. It’s no surprise Google and Microsoft made the top of the list in their industries of America’s Most Productive Companies. They are constantly transforming new ideas and products to fit with their customers’ priority needs. Today, a big priority is social media and both tech companies have emerged themselves in it. Microsoft released the latest version of Skype, which connects the computer video-calling application with Facebook. Now, tech-savvy Skype customers can check their friends’ statuses, send a Facebook instant message and have facebook-to-facebook video calls, all within Skype. You always want to give customers that “wow” factor by going beyond the typical features and benefits of your product or service. Microsoft knows what their customers value and continue to deliver cutting-edge products.
Go Green. Another priority customers are looking for is ecofriendly products. UniFirst Corporation, a leading provider of workplace uniforms and equipment, launched its “Going Green Beyond Our Logo” campaign, in which the company vows to keep local environments safe and pristine. They offer environmentally-conscious products that aim to create happy and healthier workplaces across the nation. This successful sales organization has gone above and beyond simple customer focus, making it one of America’s Most Productive Companies. Their sustainability efforts have not only won them numerous “Green” awards, but they continue to satisfy both their customers and the environment.
These are just a few ways organizations can outshine their competitors and become a top sales company. For the complete list of America’s Most Productive Companies and more best-practices, download the report.
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