So your customer service or inside salespeople, as well as your technical service people, sales managers, and yourself are all part of your sales system. The ways in which you identify, approach, understand, present to and service a customer are primarily the processes. The first step in becoming more effective in your sales efforts is to understand that you don't just have salespeople, you have a sales system. Now, when you reengineer your sales efforts, you reconfigure elements of your compan in order to create a system that more effectively and efficiently acquires orders and creates customers. There are a number of compelling reasons to consider reengineering your sales system.
Money is probably the strongest.
You'll note that sales force compensation is the largest single deduction from gross profit, far outdistancing anything that is a close second. The distribution executive in search of costs to cut and productivity to improve would do well to look first at the sales force. It could be that your current sales efforts aren't as effective or productive as they could be. Of course it does. Next there's the issue of productivity.