Companies have a systematic approach to complete basically every task. From the production line to accounting & payroll. They all rely on clearly defined ways to get the job done effectively & efficiently (for the most part). There are some areas of companies that are commonly left to play by their own rules. The sales & business development departments. Management exclaims "Go get em, bring in some new business! We believe in you! ;)" The traditional way.
In the current competitive and entitled market, the fly by the seat of your pants sales team typically never achieve the results they are looking for.
Businesses invest tremendous amounts of money on the tangible and technical processes often leaving the sales force to navigate the artistic and scientific world of selling on their own path. Where underperformance, lost revenues, attrition and excuses run rampant.
Systems and processes drive revenue. Some folks say great people (or great products & services) are the keys to success for hitting sales goals, and that is partly true (whole other can of worms). Humans aren't perfect though, and that's why checks and balances are necessary to learn from our mistakes and improve for the next time. An essential element for success in any part of life. Sandler Rule #1 You have to learn to fail, to win. Even the pros need a clearly defined systematic approach to stay the course and reflect where mistakes were made.
There are plenty of good selling systems and methodologies out there that make sense. The barriers that most companies face are getting those new skills, behaviors and systems applied in their world. That's why Sandler Training relies on the power of reinforcement to achieve desired results. Positive c
hange does not happen overnight, or at a seminar. It is a process that takes deliberate practice and commitment. True Professionals understand that a constant improvement process is essential to separate themselves from the rest of the pack (the competition).
Systems and Processes make up a strong foundation that drive revenue producers, yet sales structure is only an element of the game we call sales. Next time we will talk about the egos at play in the game of sales.
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Patrick Carroll - Sandler Training - Richmond, VA - Focus Business Development, Inc. - 804-217-9507