Commonwealth Sales Consulting approaches selling with a philosophy grounded on four fundamental convictions:

• Sales organizations must focus on the basics of their selling process, what is expected of the sales executive, and how his or her activity is coordinated with others in the company. The selling process must reflect precisely the company's overall marketing plan.
  
  
• To sell successfully, the entire company must meld together to achieve its goals. Working a sales plan, at every level of the organization, is a key component of success.
  
  
• To realize strategic objectives, they must filter down to the field level. Planning at the individual sales executive's level is essential, and should be totally compatible with the short and long term goals of the company.The sales process should be analyzed, defined, and agreed upon. The expectations and role of everyone in the organization should be clear and specific, and widely promulgated in writing. In one form or another, a "sales bible" will foster greater sales and profits if it concretely sets out the procedures, guidelines, standards and methodology for the sales effort. A "sales bible" will give a foundation for training and increase the professionalism of your sales force.
  
  
• In an increasingly complex and competitive selling environment, the "lone sales executive" has become an anachronism. There is a critical need for sales support and training, and the total involvement of the company's resources in the team selling concept.

If you agree with any of these points, then your view of effective selling is much like ours, and we can probably be of real assistance to your company.