Ran across a very informative analysis written by Bob Kantin President of SalesProposals.com, Michael J. Nick, President of ROI4Sales, and Tim Sullivan, Development Director at SPISales.com.

It focused on how to train a sales force into being top sellers, what they call eagles, and how what used to be a commodity-transaction sales process has evolved into a complex selling process that requires building relationships.

Sales professionals must become business consultants that provide a clear return on investment (ROI) proposition to retain a competitive advantage in the current market.

The author’s ask three important questions to assess the skills and tools a sales force brings to play in the sales process. We found the information relevant from an IT buyer’s perspective as helpful guidelines in evaluating an IT purchasing decision based on the selling skills and knowledge level of the seller.

1. Do your sales pros follow a consultative sales process built around their unique products & services?
2. Can the sales pro deliver an accurate and fair ROI for their products/services that will make or save you money?
3. Are the sales pros creating informative proposals focused on your needs?

Additional information and resources are provided on how to use an ROI analysis system, and an automated proposal production system. There is also a simple, effective self-assessment that outlines the current effectiveness of a sales pro’s consultative approach. It’s a good read for both buyers and sellers and a free download with registration at itbusinessedge.com.