SalesMAP™ Sales Readiness Model

In a recent post I talked about the fact that 'it takes more than just great sales people to create a great sales function', and the importance of Sales Operations Infrastructure.  Subsequently, an article appeared in Salesforce magazine expanding on the theme, referencing the SalesMAP Sales Readiness Model.

On that basis I wanted to share the model with you:

http://chriswhyattthinks.typepad.com/.shared/image.html?/photos/uncategorized/2008/04/15/salesmap_sales_readiness_model_v4.jpg

I must credit Colin Wilson of First Border for his input to this version.

If you want to know more, let me know.  Feedback also welcome and encouraged.

Comments

[Ian Smith]

Chris

The model shows it all but, in my experience, most organisations hardly consider any, let alone all, of those factors. Most of the firms I have worked for, even quite big ones, are sales-led and, apart from setting targets, the management (usually ex salesmen) just let the sales bods fend for themselves consequently there's usually quite a high turnover of staff.

As procurement,and the bid process, become more formalised this will have to change and even SMEs will no longer be able to 'wing it'. The extent to which such firms will consider the whole sales process as defined in the model remains to be seen. The challenge (and of course, the opportunity) for evangelists such as you Chris is that most organisations don't operate this way and those in charge don't usually get beyond 'how much are you going to sell this month - or else'!