Sales Management Strategies by JAMIS International

An Architecture for Sales Preeminence

Our objective is to assure your sales success. To make certain that happens in the most efficient manner, we have developed a proven framework "The Sales Optimization System^TM" (SOS), a methodology that includes planning, execution and measurement. It uses strategies, techniques and actions that effectively drive the efforts that are required to achieve sales success.

To assure sales success that is viable and sustainable, a comprehensive architectural plan that begins with your company and ends with your customer is critical. JAMIS has deployed many years and experiences to develop the SOS blueprint shown below:

"Sales Optimization System^TM (SOS)" Overview

JAMIS focuses primarily on the "Go to Market Plan", "Sales Execution" and "Customers" phases of the architecture; however, to develop those strategies correctly, we need to understand certain aspects of the Company and its Operations that will enable sales success. Those key areas are:

Company

Leadership - Does the company have a vision, goals and objectives that are understood by the sales force and that supports their effort?
Culture - Is sales recognized at the highest levels in the company as an extension of the business plan and the primary contact point with the customers?
Competencies - Is there talent in place that understands the markets and how the product/service is of value. Is the team in place to support sales?
Resources - Are marketing, pre sales, implementation and support ready to meet the requests / demands of customers?

Operations

Business Decisions - Is there a process in place to guide sales to the business that is desirable. Is revenue, margin, market share, new accounts or major account penetration the foremost sales objective?
Product management - How does sales interface with development? Who analyzes field requests for enhancement, modifications or other customer desires?
Web Site - What is its purpose? Is it simply an image enhancer or is intended for e-marketing or e-commerce?
SFA System - Is there an automated system in place that captures and tracks key customer information and is it administratively friendly?
Sales Effectiveness Measurements - Is there a process in place that easily determines how effective the sales force is - individually and collectively? Does it produce reliable forecasts?

The primary areas in which JAMIS focuses its efforts are: