Why are we talking about blueprints? After all, blueprints are used in the construction of buildings, highways, or airplanes - providing a plan of action for pulling together complex materials and steps to successfully accomplish a project.

No one would compare sales activities to construction. But we can say that deciding where to direct our time, energy, and assets can be a difficult decision, a decision that may mean the success or failure of the company. That's why some of the most proficient and effective sales organizations today use a "blueprint" to evaluate their sales opportunities and create the best chance for success.

Leadership teams in today's strongest sales groups have discovered best practices to achieve exponential results. This SAP Executive Insight looks at leading-edge companies and examines how they excel in areas where most sales organizations struggle.

To move your sales team to the next level, you need answers to the following:

• How do you determine which customers provide the greatest opportunity for a successful sale?
• Can you develop and present a comprehensive view of your value position to a prospect?
• How do you drive sales activity to ensure optimal coverage?
• What is the role of IT and talent management in driving a best-run sales organization?