DEVELOPING ORGANIZATIONAL SKILLS FOR MAJOR ACCOUNT SALES

Organizational skills cover a wide range of territory and the mission at hand calls for specific organizational structure.  Organizational skills mean understanding priorities and applying the right attention, time and energy to those priorities.  Here is an example of weak organizational skills.  A social club, with which I am somewhat familiar, has a bartender who had been with the club for decades.  He is a nice guy and very popular with the members.  He has a problem, however; after all these years, he can’t set up a bar for an outdoor event.  He will have the glasses, cups, napkins and straws.  He won’t forget the ice, the mixes or the olives, lemons and limes.  But guess what: He seldom gets the joy juice right!  He nearly always forgets to have one of the beverages of choice on hand.  Bottom line: his organizational skills are great for the small stuff, but his organizational skills are not so great for the big stuff.

Developing organizational skills for winning the major accounts means knowing what to organize for.  As opposed to our bartender friend, organizational skills for major account sales campaigns mean understanding what is important versus what is unimportant.  The number of events that occur in a complex sales campaign is significant, often over twenty.  Managing those events requires strong organizational skills.  In Closing the Whales, I profile the thirty most common events you can expect in a long, complex sales campaign.  Your organizational skills will move to a new level as a result of studying my book.

Again, the organizational skills that need developing depend on the mission.  My seminars are about being organized to capture the biggest opportunities, and what I have found to be extremely helpful is an organizational sales process template that I developed to address sales campaign priorities. The organizational sales process template, focused on the priorities, will guide you through the complex sales campaign like today’s GPS navigation system.   You will get to the finish line sooner than your competitor with your new organizational skills, because you won’t have to stop for directions in your complex sales campaign!

Learn organizational skills that will lead to new sales. Get your copy of Closing the Whales today!