"The general who wins the battle makes many calculations in his temple before the battle is fought. The general who loses makes but few calculations beforehand".-Sun Tzu In today’s competitive business environment, enhancing sales effectiveness is a vital element for all organizations. Unique product features and moderate pricing of products may not be sufficient to win the business; it has to be coupled with innovative sales management strategies which provide a good platform for the companies to display their commitment to the consumers. This calls for the innovation of several strategies and trends to compete with marketers and markets, for instance, by introducing new products and innovative service offerings, channel alternatives and extended consumer base. Organizations with sales models which are best-in-class achieve high growth and faster profitability. The secret of high sales performance lies in how well the parts of sales models are aligned with the target customers. It involves the development of a better sales strategy, setting up of an effective sales process and sales pipeline management. Technology can also play a vital role in enhancing the organization’s sales efficiency by extracting the maximum from the selling resources. An organization’s performance is considered to be good only if it has the ability to focus on the customers and align all its activities and resources in accordance with the target customers. A well-aligned sales model will improve the overall sales performance and will take care of the sales decline, sales force attrition, administrative and general expenses and market penetration. Since the speed of the competitive environment continues to gear up, companies cannot afford to run their business es without effective and successful sales models and strategies.
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