The management consultancy Gartner recognised early on that it is not enough to focus on the pure purchasing cycle. Since it is no longer enough to simply win orders, the focus must be on the entire customer life cycle. Here is a summary of the Gartner ideas from 2016.
Short, concise and clear. In one minute you’ll understand: What do I do? What can you expect? How do I work?
Ralf H. Komor is an interim manager, book author and absolute B2B Sales professional. Clients from corporations to small and medium-sized businesses benefit from his 30 years of experience in national and international projects. He is recognised in the industry as a thoroughbred salesman and heads the DDIM.fachgruppe “Vertrieb & Marketing”. He is also co-author of the book project “Chefsache Interim Management”, which was published this year by Springer-Verlag.
In an interview with division one, Komor talks about his experiences that he has had in his previous self-employment as a temporary manager and reveals valuable tips for newcomers to the Interim Market.
I am totally convinced that the more agile a sales organization is to be, the more clearly the rules and scope must be defined. Rules and automatisms create freedom of manoeuvre. Only in this way is it possible for the local salesperson to quickly make clear statements to the customer’s purchasing team. This creates self-confidence in the employee, has a highly qualified effect and accelerates the decision-making process at the customer. This clear assignment of KPI-controlled implementation competencies is part of my concept of Vertriebshygiene®