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TIBCO Selects Afterburner to Develop Sales Standards for World Wide Sales
In recognizing that the cost of a global sales force that lacks disciplined execution is one of the greatest opportunity costs that an organization can have, TIBCO, a world leader in enterprise software looked to Afterburner Inc. to prepare a comprehensive set of best practices for their global sales team. The document’s release was timed to coordinate with TIBCO’s national sales meeting held in January.
Working closely with individuals involved in every aspect of the TIBCO Customer Engagement Process, Afterburner was able to craft a set of best practices and minimal operating procedures designed to help create discipline and form the baseline of team learning throughout the sales team. These sales standards offer the appropriate level of structure necessary to maintain high performance and discipline.
The standards document serves as a means to convey corporate vision and strategy, and details how to maintain close control over the sales operation and execution rhythms. This mission critical document provides the sales force with a structured framework that allows them to plan, brief, execute, and debrief, thereby ensuring that TIBCO’s sales team can successfully apply the techniques of Flawless Execution℠.