Oil and Gas Technology and Service Organizations Should Consider a More Rigorous Sales Process
Summary
Reno, NV, August 16, 2008 --( “It has become imperative for these companies to commit substantial time and resources to developing an effective sales process,” said Sam Reese, president and CEO of Miller Heiman.With recent market changes, a shift in the demographics of the employment base and increased commoditization, the old approach is becoming less and less effective.” According to the report, these organizations are 46 percent less likely than respondents from other industries to agree that they get comparable value when they give price concessions.Headquartered in Reno, Nev., Miller Heiman has additional corporate offices in the United Kingdom and Australia and representation in more than 30 countries.With recent market changes, a shift in the demographics of the employment base and increased commoditization, the old approach is becoming less and less effective.”According to the report, these organizations are 46 percent less likely than respondents from other industries to agree that they get comparable value when they give price concessions.“In a culture with strong customer relationships, many salespeople don’t evaluate what they get in return when providing a service to their customers,” said Mickey O’Callaghan, an independent sales consultant who specializes in improving sales productivity in energy organizations.“Salespeople fear losing a 10 or 15-year relationship.”O’Callaghan said that this weakness has the potential to decrease profits, and could be detrimental if demand for oil and gas products decreases.The report also revealed that this industry is in need of a more rigorous hiring and on-boarding process.