Top sales organizations are able to make sure that they create value to different customer segments according to customers’ expectations. At the same time sales is able to concretize this value in a way which enables them to get a better price compared to competition.

Precedo Consulting helps its customers to objectively analyze the sales performance compared to a top performing sales organization, and to plan the path and concrete actions towards a top performing sales organization.

During the recent years Precedo Consulting has been supporting more than 25 significant sales transformation processes in large IT and industrial organizations. In addition we have interviewed more than 500 customers across Europe and trained more than 1000 sales people and technical specialists for demanding solution selling.

According to our experience the 12 major challenges is complex sales are:

1.	Have you clearly defined the customers that we want to do business with?
2.	Your segmentation model – is it too difficult to implement?
3.	Do you know how your customers segment you?
4.	Is your investment (time, resources, money) to customer relationship in balance with the investment made by your customer?
5.	Is your sales process description simple enough?
6.	Does your sales process focus on the customer and does it create value for the customer?
7.	Do the sales management tools support sales people work and are they simple enough?
8.	Can you objectively measure the sales skills?
9.	Can you objectively track the development of the sales skills?
10.	Do you train and develop those skills that are relevant in major sales?
11.	Can Sales Management evaluate the quality of the customer meetings
12.	Can you measure the value that your sales people create for customers