Knowledge Management for the Sales / Sales Support / Bid Management workforce

[Mark]

Hello Everyone,

 

Its been quite a while since I posted content on K-Community ! As of now, I am currently working in the Sales workforce and we are looking at ways on how KM can help people working in the Sales / Sales Support / Bid Management workforce. We have a number of initiatives going on like a centralized repository of sales information, sales community etc. But I would like to know from KM practitioners what type of initiative are being run in order to make the sales force more effective? If you all can throw some light on this, it would be much appreciated.

 

Regards,

Mark

[Rajendra Raja V B]

KM is so silent and subtle that it is part of daily life, habits and attitude. Transformation with small start and then envelops wholesomeway. Obviously sales people must be 

•  willing partcipant 
•  they must have skills to write doc on their sales stories- customer chase, trials and tribulations, suffering, good and bad points....
•  they must enjoy sharing and writing a post or blog or twitter 
•  avoid meeting and yap and yap as first choice 

Without above, ingrained in sales workforce, it is a waste of time to launch KM exercise in sales and marketing. 

Centralised sales repository and community membership is all fine, but traction will be felt only if the core people - at least 40% OF WORKFORCE must be READY, with No 1 sales force lead well equipped and having KOLAVARI. 

Several examples of utter failure and finger pointing is available without these basic preperation. 

Challenge is not application platform or doc repository or membership but skills and attitude. Most important is the sales boss and his senior level team getting Kolavari, otherwise it is all leading to nowhere.