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This matrix allows clients to understand the different nature of relationships that can exist with their customers by comparing the nature of the sales proposition with its impact on the customer’s business.
A Transactional Relationship exists where the customer wants to acquire the product or service as easily as possible. A Consultative Relationship exists where the customer needs a degree of customization of the product or service to meet their specific requirements.
A Negotiated Relationship exists where the product or service makes up a large proportion of the customers costs.
A Collaborative Relationship exists where when the product or service is of major strategic importance to the customers business.
The various relationships implied by this matrix have important implications for the strategy, structure & activities of the sales organisation. This matrix allows the sales organisation to identify the Customer Value & Competitive Advantage offered by various aspects of its competitive proposition. The focus is on finding those aspects of the competitive proposition that add most customer value, whilst being unique to the selling organisation – The Crown Jewels. This analysis allows the sales organisation to ensure it exploits its competitive strengths. This framework allows the sales organisation to design a sales process that responds to how their customers make buying decisions.


This Sales Process identifies the specific actions that salespeople should take at each stage in the customer engagement process to ensure they deliver maximum value to the customer. This framework translates the main findings of Organisational Psychology into actions that sales managers can take to create outstanding sales performance. Each element of The Sales Motivation Framework needs to exist to ensure that any de-motivators are first eliminated before a climate of High Motivation can be created.
However, the cohesiveness & performance of sales teams can vary greatly according to where the team is on its Performance Lifecycle.
If sales management can correctly identify where the team is positioned in this cycle, it can bring forward the required management techniques to maximise sales performance.
Our experience of helping our clients manage change within sales organisations, has enabled us to develop a process that helps managers make the changes necessary to create outstanding sales performance. This process builds a powerful force for change that involves the whole sales organisation in a positive series of activities.
Bookshelves abound with theoretical analyses, how-to guides, and personal success stories by famous corporate leaders, public officials, even athletic coaches, expounding on how to lead from the top. As the book follows the journeys of Kurt and Stephen, it walks through the details of each strategy.In presenting this material in a concise, accessible, and applicable format that translates theory to practice, Nickerson provides an important service for leaders trying to build extraordinary capabilities for their organizationsa€”from the middle. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising.


This ebook talks about how to make the organizations strong enough to absorb uncertainty and to welcome abundance. They are outlined below, together with an explanation of their usefulness and value from a client’s point of view. But what about those in the middle who are increasingly tasked with trying to reshape, reorient, or recreate the capabilities of an organization? Leading Change from the Middle takes you on the journeys traveled by Kurt Mayer, an information technology executive in the Department of Defense trying to build a new IT system in record time with limited resources, and Stephen Wang, a mid-level leader in city government trying to build a capability for supporting commercial agriculture. Because organizations often do not take the holistic approach required to see the change through. However, by following the 8-Step Process outlined by Dr. By improving their ability to change, organizations can increase their chances of success, both today and in the future.
Kotter has proven over his years of research that The 8-Step Process for Leading Change will help organizations succeed in an ever-changing world.




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