2009-11-21 09:07:54 - Seattle Biz Coach Terry Corbell says the best sales organizations share six traits en route to overcoming adversity in the marketplace.

Contrary to the trend in consolidation and cost-cutting in sales, Seattle Biz Coach Terry Corbell (www.bizcoachinfo.com) says the key to winning is forward-thinking sales performance. That means effective management of relationships, the sales team, the marketplace, and benchmarking.

“The best sales organizations know how to overcome the typical adversities,” the business-performance consultant explains. “That includes dealing with customers who demand deep

discounts, unwarranted expectations of value-added services, obstacles in recruiting the right salespeople, or tepid closing ratios.”

The profit professional says such companies share six common traits that are critical for their sales success.

“For example, they stay ahead of the curve because they truly understand the big picture,” Mr. Corbell says. “They create a macro view of their competitive landscape, regularly conduct SWOT analyses, consistently challenge assumptions, and they develop effective strategic action plans.”

To read his full analysis of the six secrets of the sales processes of winning sales organizations, visit: www.bizcoachinfo.com/archives/33.

His Web site has 23 columns with performance-enhancing sales strategies at his Web site, www.bizcoachinfo.com.

He also provides dozens of strategies in seven other business categories: Planning, operations, finance, HR, technology, public policy and Wall Street.

As managing member of CMS Associates LLC, www.cmsassociatesllc.com, he is developer of The CMS Approach. The CMS Approach delivers strong results with his strategic proprietary systems and best-practices management.

In addition to his Web site, The Biz Coach is also published on the Money News page at Seattle's CBS-TV affiliate, KIRO. KIRO is the "2009 National Edward R. Murrow Award Winner for Overall Excellence."

Mr. Corbell has written about 500 business-coaching columns since 2001 for several media Web sites.