Editor's note: This article, written for distribution partner Win Result, first appeared in Cinco Dias, the largest Spanish business newspaper in Spain. The following is the English translation from its original Spanish version.

One or two years ago, it was already a challenge for many companies to maintain the rhythm of increasing sales year after year. To ask them to increase sales in the current economic climate is similar to giving water to a apple tree and waiting until it bears oranges. Like other divisions of large organizations, the sales group also suffers the brunt of the crisis, especially when they are subjected to constant pressure to sell more. And what's even more difficult currently is to find new business opportunities and applying improvements in the sales group, which enables them to have a more direct impact in the market.

One of the aspects to which sales teams often do not pay enough attention are the procedures when interacting with the client in each commercial activity during any complex sales cycle. Nevertheless, large organizations seem to have this issue taken care of, which enables them to have a much more in depth knowledge of their clients. It's been proven that when large organizations dealing with long complex sales cycles implement sales methodologies to properly manage these sales challenges, they will detect those processes that need improvement and adjust them accordingly. This optimizes the sales process and establishes more solid and in depth relations with the key buying influences that changes the way your company communicates with your clients This leads to a partner relationship rather than just a simple provider of services or products.

Link a Cinco Dias

Frans Coenen. 'Managing director & sales consultant' at Win Result

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