Academic Service, Sdu Uitgevers

December 01, 2009 13:00 ET

Cost-Cutting Can't Keep Boosting Profits, Improving the Sales Process Can

THE HAGUE, NETHERLANDS--(Marketwire - Dec. 1, 2009) - This year's third quarter results have shown that cost cutting has helped many organizations beat their forecasts. Eighty percent of the companies in the Standard & Poor's 500-stock index did better than Wall Street analysts anticipated, according to Thomson Reuters. On the other hand, without increased revenues cost-cutting can only boost profits for so long. Companies need to improve their sales performance as well. The book More sales, same people by Alexander Loudon shows how.

"Remarkably most sales professionals only spend 11% of their time on active selling. Clearly this can and should be improved" according to Alexander Loudon. More sales, same people is a no-nonsense, practical guide to improving sales processes. His message: simplify, automate or outsource.

Improvements too much focused on individuals

In More sales, same people Loudon argues that too much time spent on internal processes are often the cause of so little time spent on active selling. Sales professionals increasingly need more leads and have to put in more hours to win the same amount of business. Loudon: "The traditional approach to increasing the effectiveness is primarily focused on the individual and not on the process. That is strange. Why should you recruit the best people you can find and train them intensively if the quality of the internal processes is poor? Process improvements don't have to be complicated. Some improvements can be easily implemented and will provide you with returns straightaway. For instance speeding up the proposal generation production process or more accurate forecasting".

More sales, same people: practical solutions for CEO's and sales leaders

According to Dr. Steve Garnett, Chairman EMEA "'Sales is a process that is so often overlooked. However, Loudon brings science and rigor to the process of selling that all companies should adopt as sales is the most important process in any company. A must-read for any CEO or Sales leader." No heavy handed management theories, but easy to use checklists and practical solutions. It is also the first truly Trans-Atlantic look at sales effectiveness, using case studies of US as well as European companies.

About the author

Alexander Loudon has over ten years of hands-on commercial experience behind him, including work at Dell. As a consultant for Capgemini, he provides advice in the field of commercial strategy, and also writes articles on this subject. He is the author of Webs of innovation.

Further information

"More sales, same people: four steps to more effective sales management" is published by Academic Service and can be purchased via ISBN 978-90-5261-666-7.

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