Superior Customer Engagement Quality
Your Sales Force Can Achieve More:
Lift the Top Line Through Superior Customer Engagement Quality (CEQ)
Your customers are at the center of your attention. One of the most direct and flexible ways to engage them is through the sales force. Most sales forces, however, are not as effective in winning the hearts and minds of their customers as they could be. This is a problem – in particular if you need to drive growth but resources are limited. But it is also an opportunity: nearly all sales forces can unlock significant hidden potential and do much better.
It is no secret that top performing sales professionals already routinely break away from the pack and achieve more: longer face time with their customers, significant higher customer quality ratings, and up to two times higher sales, market share, growth – and incentive payouts.
You can significantly increase the impact of your selling organization by emulating what top performing sales people do exceedingly well to engage their customers and develop deeper relationships:
- Tailor each interaction to the individual and conduct a mutually valuable dialogue
- Embed each customer interaction in a long-term strategy
- Understand and navigate the customer's "ecosystem"
- Advance customer relationships on both the business as well as social level with purpose and rigor
ZS has spent years observing top performing sales professionals in action. We have identified specific critical moves within these four categories that are proven to increase customer engagement. Our change program helps sales professionals learn and consistently execute these critical moves.
To learn more about how our Sales Force Effectiveness solutions may help you drive sales growth, click here.