Building an Effective Sales Capability

Building an effective sales capability is central to successfully taking your innovation to market. It is so much more than hiring the right people for your sales team – even though this is frequently a key ingredient.

An organization needs to develop a professional, systematic set of processes followed by the right training / coaching and the right metrics and rewards. Keep in mind that every part of your plan needs to be within the right context of your company’s other strategies and capabilities.

Blue Mine Group’s sales effectiveness model comprises five elements: organization, prospecting, account development, sales opportunities and sales management.

Sales effectiveness is challenging, but it is essential for your success. Implementing the five elements described in this article will enable you to quickly and efficiently build a powerful sales capability that will maximize your market penetration.

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Insights is Blue Mine Group’s monthly thought leadership publication on innovation strategy. 

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Explore this month’s topic in depth with the following resources:

The New Successful Large Account Management.
Miller, Robert B. and Stephen E. Heiman.

An updated version of the classic book on account development

Major Account Sales Strategy.
Rackham, Neil. 

A great resource delineating strategies
for each phase of the buying cycle

Better Sales Networks  Üstüner,Tuba and
David Godes
Harvard Business Review  July-Aug. 2006.
 (subscription required)

An interesting article about the different social networks and network management actions a salesperson uses throughout the sales cycle