The 5 Imperatives to become a Sales Enabled Organization

Author: Philip Belcher ©All rights reserved
In all too many organizations, Sales people are working to make sales in the face of major obstructions – not from their customers or their competitors, but from within their own organizations.
Here are 5 Imperatives every CEO should implement to ensure that their Organization is a “Sales Enabled Organization” (SEnO) so that their people are the ones that are making sales ahead of the competition!
1. Translate the Vision, Mission and Strategy into SALES tools for everyone
Having everyone in the organization knowing how they contribute to the sales effort with clear alignment of purpose is a massively powerful strategic tool.
2. Embed SALES into the Culture across the organization
They are rare but Sales Enabled Organizations do exist. If you want to see one, look for one that is a clear leader in its market(s) and that appears to have grown “over-night”. Everyone in these companies knows that they are part of the sales effort and the culture is one of active support for satisfying the customers through a strong sales approach.
3. Define the SVP (Sales Value Process) and ensure SALES is built into EVERY process
Every organization has a Sales Value Process but it is rarely defined. The SEnO has a clearly defined SVP where ‘sales’ is built into every process, the people clearly understand their part in it and any inhibitors are dealt with as soon as they arise.
4. Train every CCP (Customer Contact Person) on SALES as it applies to them.
SEnO Customer Contact People know their place in the overall SVP and seek out opportunities to talk with customers and to assist other CCPs because they have been trained in sales as it applies to them.
5. Execute a SEnO program and continually improve the SVP
A concerted, precisely executed SEnO program that embraces all of the imperatives is essential to becoming a truly Sales Enabled Organization. Such a program is a significant undertaking but one that will pay big dividends. The LSE Consulting SEnO 14 Step Plan defines the various activities that are required to transform the organization into being a truly Sales Enabled Organization

….next Steps…
Why not book an obligation free consultation with respect to the SEnO Program by contacting LSE Consulting at
info@lseconsulting.com.au