Limited Resources Drive Sales and SAM Effectiveness Diagnostics During "New Economy"

As we all work our way through the new economy (suggest we all think this way) there is one important impact to us all - "Limited Resources"!

We are all faced with one common and testing question:

Where to focus our budget dollars for the greatest impact to enable us to overachieve revenue/profit targets?

I have observed that commonly the most efficient and effective use of resources comes from first assessing and identifying the gaps in our Sales and/or Strategic Account Management (SAM) programs. These gaps are often determined by measuring the actual "best practices" being executed within our sales organization versus the universal library of "best practices" suggested for the selling of any product/service and/or the managing of important accounts (Strategic Account Management).

A quick definition - "Best Practice"; a practice that has been identified, tried and proven to bring a desired outcome. Some thoughts as we all move toward becoming more effective and operating with greater efficiencies:

1. Have I defined our own "best practices"?
2. Do we know the selling and strategic account management "best practices" for our own industry?
3. Have we "benchmarked" ourselves against these "best practices"?

Extraordinary results often come from the adoption of one "right for us" best practice -

Example.... one computer company realized that they closed 85% of all VIP visits to the corporate office for more revenue - this became one of their key "best practices".

"Best practices" do enable us to do more with "limited resources" - they help us focus, gain consistency and optimize whatever resources we do have...

Think of any examples you have experienced on how a selling or SAM program "best practice" took an organization to new heights of success?