Periodic sales review sessions are important for any company, especially when the sales cycle is long. A good deal of time and expense are invested in persuading corporate clients to move their relocation business. This is true whether or not an RFP process is undertaken.
A threshold question worth considering: is this prospect and the business that a service relationship would generate really worth it? Hard to know unless there are margin and expense goals that guide the decision. And it is incumbent on the sales team to understand what a prospect will require, the support needed - service delivery, support activities, reporting, compliance - to deliver on a set of SLAs.
During sales review sessions, there is a natural strategic tension. Sales pros are motivated to bring new clients into the company. Operations people want to make certain service promises can be delivered within reasonableness. Compliance officers are alert to expectations of the client to comply with rules and regulations, especially in our GDPR world.
Leaders need to use sales review sessions to consider all of the key elements that will inform team members of what the prospect will expect. In this way, they can understand the impact on service delivery teams and the financial resources of the company.
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