![\"Screen](\"https:\/\/wp.unil.ch\/bisa\/files\/2016\/03\/Screen-Shot-2016-03-16-at-2.29.02-PM.png\")
<\/a><\/p>\nFollowing these four components (i.e., selling skills, sales process, sales tools and performance management), this study investigates the characteristics and maturity of sales approaches across different industries. While most of the companies have adopted sales tools (e.g., Customer Relationship Management (CRMs)), we seek to understand how these\u00a0are actually used and to what\u00a0extent they support a company\u2019s sales approach. We are thereby interested in to what extent\u00a0companies rely more on an \u201cartistic\u201d or a \u201cscientific\u201d approach to sales.<\/p>\n
How to participate?<\/h2>\n\n- Use the following link<\/a><\/li>\n
- If you prefer a phone interview, do not hesitate to write us<\/a> and we\u00a0will set up an appointment at your convenience.<\/li>\n<\/ul>\n
Your take-away<\/h2>\n
In exchange to your participation, we will provide you with a personalized report\u00a0describing 1) the consistency of your sales approach\u2019s balance between \u201cart\u201d and \u201cscience\u201d, 2) the gaps between your sales strategy \/ approach and its operationalization (e.g., your performance indicators do not measure what they should in order to ensure the execution of your sales strategy \/ approach), 3) a comparison between top performers\u2019 sales approaches and yours across the four components:<\/p>\n
\n- Selling skills<\/em>: What types of skills, techniques and knowledge are used by sales representatives during a sale?<\/li>\n
- Sales process<\/em>: Does your company rely on sales techniques and processes that provide defined steps from identifying customers to closing a sale?<\/li>\n
- Sales tools<\/em>: Do your sales representatives use sales tools to document and support sales activities?<\/li>\n
- Performance management<\/em>: Does your company have performance indicators that indicate what to do in order to close a sale?<\/li>\n<\/ul>\n
Target audience and focus of this research?<\/h2>\n
This research mainly focuses on the customer loyalty from identifying customers to closing a sale. We mainly\u00a0look at B2B, possibly in retail industries where sales representatives are part of the sales process.<\/p>\n
We are interested to collect information from sales directors and managers<\/strong> as well as from sales representatives<\/strong>. IT managers (e.g., head of CRM) and consultants are also welcome to participate.<\/p>\nMethodology<\/h2>\n
In order to analyze and investigate companies\u2019 sales level maturity, we designed a questionnaire that comprises six parts:<\/p>\n
\n- Company\u2019s profile: Industry sector, size of your company, product\/service, customer segments, sales targets<\/li>\n
- Your profile: position in the company, areas of responsibility<\/li>\n
- Selling skills: What types of selling skills are required, to what extent do they\u00a0matter for your company<\/li>\n
- Sales process: characteristics of the sales process, sales activities<\/li>\n
- Sales tools: use of sales tools in the sales process, satisfaction and role of emerging technologies<\/li>\n
- Performance management: use of KPIs, characteristics of KPIs.<\/li>\n<\/ul>\n
Filling the questionnaire requires approximately 45\u00a0minutes.<\/p>\n
Data collection, treatment and confidentiality<\/h2>\n\n- Data is anonymous, your company\u2019s name is only used to identify when two people from the same company participate.<\/li>\n
- Data will only be accessed and treated by Professors and researchers from the Department of Information Systems at the University of Lausanne\u2019s Faculty of Business and Economics (HEC).<\/li>\n
- In its aggregated form (e.g., per industry type, size), data will serve as empirical evidences for scientific and practitioner publications.<\/li>\n
- Data is collected through Qualtrics Survey Software. Qualtrics complies with the U.S. and E.U. Safe Harbor Framework and the U.S.and Swiss Safe Harbor Framework as set forth by the U.S. Department of Commerce regarding the collection, use and retention of personal information from European Union member countries and Switzerland.<\/li>\n<\/ul>\n
Researchers responsible for this study<\/h2>\nChristine Legner<\/h3>\n
![\"Christine](\"https:\/\/wp.unil.ch\/bisa\/files\/2013\/05\/legner.jpg\")
<\/p>\n
University of Lausanne – Faculty of Business and Economics<\/strong>
\nProfessor in information systems
\nchristine.legner@unil.ch<\/p>\nThomas Boillat<\/h3>\n
![\"Thomas](\"https:\/\/wp.unil.ch\/bisa\/files\/2014\/08\/tboillat.png\")
<\/p>\n
University of Lausanne – Faculty of Business and Economics<\/strong>
\nDoctoral researcher in information systems
\nthomas.boillat@unil.ch
\n+41 21 692 34 98<\/p>\n\n <\/p>\n<\/div>\n
\n <\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"
To what\u00a0extent do companies rely on structured sales approaches or rather on sales representatives\u2019 personal intuition to conduct sales? What is the role of sales tools in supporting companies\u2019 sales approaches? Motivation and goal of this study Selling has long been considered as an \u201cart\u201d driven by selling skills such as interpersonal skills used\u00a0to persuade … Continue reading Current research: Assessing sales approach maturity – Is selling an art or a science?<\/span>
Your take-away<\/h2>\n
In exchange to your participation, we will provide you with a personalized report\u00a0describing 1) the consistency of your sales approach\u2019s balance between \u201cart\u201d and \u201cscience\u201d, 2) the gaps between your sales strategy \/ approach and its operationalization (e.g., your performance indicators do not measure what they should in order to ensure the execution of your sales strategy \/ approach), 3) a comparison between top performers\u2019 sales approaches and yours across the four components:<\/p>\n
- \n
- Selling skills<\/em>: What types of skills, techniques and knowledge are used by sales representatives during a sale?<\/li>\n
- Sales process<\/em>: Does your company rely on sales techniques and processes that provide defined steps from identifying customers to closing a sale?<\/li>\n
- Sales tools<\/em>: Do your sales representatives use sales tools to document and support sales activities?<\/li>\n
- Performance management<\/em>: Does your company have performance indicators that indicate what to do in order to close a sale?<\/li>\n<\/ul>\n
Target audience and focus of this research?<\/h2>\n
This research mainly focuses on the customer loyalty from identifying customers to closing a sale. We mainly\u00a0look at B2B, possibly in retail industries where sales representatives are part of the sales process.<\/p>\n
We are interested to collect information from sales directors and managers<\/strong> as well as from sales representatives<\/strong>. IT managers (e.g., head of CRM) and consultants are also welcome to participate.<\/p>\n
Methodology<\/h2>\n
In order to analyze and investigate companies\u2019 sales level maturity, we designed a questionnaire that comprises six parts:<\/p>\n
- \n
- Company\u2019s profile: Industry sector, size of your company, product\/service, customer segments, sales targets<\/li>\n
- Your profile: position in the company, areas of responsibility<\/li>\n
- Selling skills: What types of selling skills are required, to what extent do they\u00a0matter for your company<\/li>\n
- Sales process: characteristics of the sales process, sales activities<\/li>\n
- Sales tools: use of sales tools in the sales process, satisfaction and role of emerging technologies<\/li>\n
- Performance management: use of KPIs, characteristics of KPIs.<\/li>\n<\/ul>\n
Filling the questionnaire requires approximately 45\u00a0minutes.<\/p>\n
Data collection, treatment and confidentiality<\/h2>\n
- \n
- Data is anonymous, your company\u2019s name is only used to identify when two people from the same company participate.<\/li>\n
- Data will only be accessed and treated by Professors and researchers from the Department of Information Systems at the University of Lausanne\u2019s Faculty of Business and Economics (HEC).<\/li>\n
- In its aggregated form (e.g., per industry type, size), data will serve as empirical evidences for scientific and practitioner publications.<\/li>\n
- Data is collected through Qualtrics Survey Software. Qualtrics complies with the U.S. and E.U. Safe Harbor Framework and the U.S.and Swiss Safe Harbor Framework as set forth by the U.S. Department of Commerce regarding the collection, use and retention of personal information from European Union member countries and Switzerland.<\/li>\n<\/ul>\n
Researchers responsible for this study<\/h2>\n
Christine Legner<\/h3>\n
<\/p>\nUniversity of Lausanne – Faculty of Business and Economics<\/strong>
\nProfessor in information systems
\nchristine.legner@unil.ch<\/p>\nThomas Boillat<\/h3>\n
<\/p>\nUniversity of Lausanne – Faculty of Business and Economics<\/strong>
\nDoctoral researcher in information systems
\nthomas.boillat@unil.ch
\n+41 21 692 34 98<\/p>\n\n<\/p>\n<\/div>\n
\n<\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"
To what\u00a0extent do companies rely on structured sales approaches or rather on sales representatives\u2019 personal intuition to conduct sales? What is the role of sales tools in supporting companies\u2019 sales approaches? Motivation and goal of this study Selling has long been considered as an \u201cart\u201d driven by selling skills such as interpersonal skills used\u00a0to persuade … Continue reading Current research: Assessing sales approach maturity – Is selling an art or a science?<\/span>
- Sales process<\/em>: Does your company rely on sales techniques and processes that provide defined steps from identifying customers to closing a sale?<\/li>\n