CLOSING THE DEAL WITH THE HELP OF KNOWLEDGE

In this article, the authors aim to outline the specific issues faced by a KM practitioner working in a sales environment, so that they can understand that environment better and deliver superior results to stakeholders. Most organizations will have a sales method and a sales process. The two are li...

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Bibliographic Details
Published inKnowledge Management Review Vol. 11; no. 3; p. 14
Main Authors Moore, Matt, Rue, Keith De La
Format Trade Publication Article
LanguageEnglish
Published Chicago MELCRUM PUBLISHING 01.07.2008
Subjects
Automation
Business to business commerce
Closing the sale
Competitive advantage
Customer relations
Customer relationship management
Customer services
Knowledge
Knowledge management
Productivity measurement
Sales
Salespeople
Teams
United States > US
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Summary:In this article, the authors aim to outline the specific issues faced by a KM practitioner working in a sales environment, so that they can understand that environment better and deliver superior results to stakeholders. Most organizations will have a sales method and a sales process. The two are linked but should not be confused. The sales process should take the customer and the salesperson from the point of initial interest to the close of the deal. One of the first tasks that a KM practitioner will face is identifying and focusing on the key pain points for a sales team and delivering promptly on those. By making small interventions in the sales environment, you should begin to observe incremental improvements in salesforce effectiveness over time. It will take time for new programs to impact sales effectiveness. Patience, persistence and the ability to develop new relationships and trust will gain the desired result.
ISSN:1369-7633