The sales process takes the goods and services created by the company and drives them into the market. Depending on who runs the company, the sales force is considered a necessary evil or it can do no wrong. Whichever, it is responsible for bringing revenue and profitability into the company. Sales management often doesn't support the concept of profitable sales. Management Profiles supports the principle of "not buying bad business". This means enforcing the pricing structure created by the Marketing Department when it turns its products or services over to the sales force. We administer that by helping companies create sales compensation plans that encourage good and profitable behavior.
Today, sales forces are more costly than ever but both sales activity and productivity are at all time lows. Knowledge of the sales process and products are a thing of the past. No one wants to be a "Sales Rep"; they want to be called "Account Execs". They want careers and not jobs, bonuses and not commissions. They need to be managed and trained. We can help.
Management Profiles creates integrated sales and sales management programs that consist of market information, industry history, product knowledge, sales activity and management. We recognize the importance of a fully functioning and profitable sales force. We encourage recognition for profitable performance but do not support the concept of paying for "unprofitable business".
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