[There is No Secret to Sales]
I came across a posting on social media claiming to reveal the secret to sales. The truth is, sales success isn't a secret. Even if you haven't sold before you probably already have a good idea about what drives sales improvement.
In every aspect of your business, consistently producing quality results and continuous improvement are dependent on a well thought out process. Sales is no different. If you introduce the same thought and discipline within your sales team that you have in other departments, you will see revenue growth.
For some reason, sales has been given a pass. That has been a mistake. At a minimum, that mistake will cost you revenue. In some cases, it can cost you the company. The Ready-Fire-Aim approach is never the ideal solution and sales is no exception. Unfortunately many companies approach their sales process like they do their culture, they hope both turn out well. Both are going to happen and if leadership doesn't guide them, you probably won't be happy with what you get.
Sales Process Engineering represents the marriage of process improvement knowledge and sales leadership experience. It is the starting point of establishing a sales organization and the foundation upon which continuous improvement is built.
It isn't accurate to say there is a secret to sales success. The truth is, it has been out there all along. Many companies just haven't put the pieces together. The great news is, your company can.
The Sell More While Spending Less methodology guides our clients through quality sales process engineering. Tools and techniques for this top and bottom line approach will be covered in upcoming issues of this newsletter.