Ideas!
Is
it possible to continuously improve your sales process? Of course it
is. That's why you spend so much time and effort focused on process,
right?
"The obvious
opportunity...
...that always gets ignored."
It truly is quite obvious
that any business process can be continuously improved. In
fact, the very essence of selling is to demonstrate how a prospect's
"X" process would be improved by intelligently applying your product
and/or service. Why then do we as the "experts" at selling
things, almost universally pay little more than lip service to continuously
improving our own sales process?
Is it because we're too busy
to get around to it? Is it because we've been fairly successful so far and
don't need to get better? Is it because the sales personality is
genetically incapable of the methodical discipline required? Is it simply
because we just flat don't know how to do it?
Whatever your reason,
consider this... The average business process in the average
U.S. industry experiences a 2.5% to 3.5% annual productivity increase -
essentially by osmosis. For the past 15 years, both Manufacturing and
Information Technology firms have consistently produced 25-30% annual
productivity enhancements. With a concerted effort, any sales exec
can drive 8-12% gains in sales per rep from process improvements alone.
For a $100 Million organization, that's an extra $10 Million in revenue
(almost) for free!
Here are the 7 essentials,
that when conscientiously applied, will drive sales process improvement:
Essential #1:
Constantly collect Sales Best Practices.
Essential #2: Organize
those practices into a Best Process.
Essential #3: Constantly
update Documentation of the above.
Essential #4: Constantly
Train all reps on the above.
Essential #5: Measure
the effectiveness of key Best Practices.
Essential #6: Relentlessly
Implement new Best Practices.
Essential #7: Appoint
a "Sales Process Czar" to make it happen.
You've heard the expression
that "Quality Is Free". Well, if you work at it, additional
revenue and profit from continuous sales process improvement is also
"free".
Click
here to request more detail on the "7 Essentials". Then
get started!
Think
about it…
