Best Practice Model

To assist corporations, we have built a comprehensive Best Practice Sales Model.

The Model is composed of 70 independent yet integrated Modules divided into core sections.

Best Practice Core Areas

We have grouped these best practice characteristics into nine core areas as follows:

1. Sales strategy and channel management

2. Customer management

3. Sales force activity

4. Sales skills and tools

5. Point of sale and point of influence management

6. Customer profitability

7. Key account or major customer management

8. Key account skills and tools

9. Distributor and third party management

Each Module is divided into its Component parts that make up the Sales Scorecard.

The Scorecard defines each of the Components along with a scoring system so that the corporation can measure its performance using an objective assessment.

Where has the Model come from?

The development of the Best Practice model has been a long term project taking a number of years working in close collaboration with different corporations - we have been able to determine those characteristics that are most likely to lead to commercial success and also those characteristics that are likely to lead to problems

Benefits

This means that the corporation can assess its current position using the Scorecards

This in turn will indicate the corporation’s compliance to Best Practice and the priority areas for development

Each Module is further supported with a process for Best Practice implementation that helps that corporation to move towards the defined best practice position