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Let Me Unlock The
Potential of Your Sales Organization
According to legendary quality expert
W. Edwards Deming, if you want to optimize
results there is one key element you cannot do without.
It doesn’t matter how
talented, educated, or experienced your salespeople are are, or how hard
they work at it, there remains a very large gap between the actual
results they will produce and the results they could be producing had
someone been paying attention to this one thing.
In today’s ultra competitive business
environment, where the margin between winning and losing is so
slight, I am surprised at how many companies continue to ignore the
one area that holds the biggest potential for drastic
increases in productivity and bottom line results in the shortest
time possible.
The Golden Key:
Sales Process Management
Most companies overlook this critical element
entirely, focusing instead on individuals and
performance issues while the real problem goes
unaddressed. What is this key element? It's your
sales process.
It's not enough to simply have a selling
process. Every
company has one whether by design or default.
To optimize, you must constantly appreciate,
manage, and improve it. According to Deming, the
job of management is to continuously improve the system. Make no mistake, if your
business needs to generate revenue now, you can't
afford to neglect your sales process for even one more day.
My sales and
marketing plan will...
Increase Your Sales
Immediately
Generate a
Consistent Revenue Stream Fast
Identify the Things
That
Are Holding Back Your Sales and Fix Them
Recover Sales You Didn't
Know You Were Losing
Eliminate Missed Opportunities
Reduce Your Cost of
Sales
Duplicate Best
Practices Across Your Entire Sales Organization
Create a Reliable,
Measurable System of Metrics
Automate CRM Tools
that Drive Successful Sales Behaviors
The High Cost of Missed
Opportunities
You may
find this hard to believe but there are “holes” in your
current selling process. Don’t worry though; even the best
sales organizations are not immune to this reality. In fact,
I’ve yet to see a company that doesn’t have any. It just
means that your salespeople are not operating at their peak
potential. No big deal right? Wrong. Your people are losing
sales they could be winning if someone was paying full time
attention to process.
Unfortunately, it's hard to stop the bleeding when you can't
find the cut—or worse yet—when you don’t even know there’s a
cut. Most companies don’t know where to start in trying to
find and identify the weaknesses and bottlenecks in their
sales process that are holding their people back. Do you?
Most companies don’t even know where to start. In that
sense, it’s easier to manage people than to engineer process
improvement. That's because it’s always easier to treat the
symptom than to actually diagnose and treat the underlying
cause of the problem. The result is a selling environment
where the true reasons for most failures and revenue
shortfalls go unnoticed and, as a result, unaddressed. After
all, the only behaviors and habits you can't change are
the ones you can't see.
On the
other hand, what kind of system do you have in place to
insure that the best practices in your selling process are
likewise being identified and duplicated across your entire
organization? Just a few missed
opportunities a day multiplied across
your total sales force over a year’s time can
represent significant, if not devastating, losses. Of
course, like those paper cuts, this is hard to quantify
because most missed opportunity goes unnoticed and, as such,
does not lend itself to easy measurement. Unfortunately, if
it cannot be identified and measured it cannot be fixed.
Do You Know Where Your Sales
Come From?
 When sales
are down, most managers fall back on what's easiest and most
familiar to them. For the most part that means they are
reduced to becoming high-priced cheerleaders, hoping the
salespeople can turn things around with some positive
attitude and encouragement. When that doesn't work, the same
salespeople who were regarded so highly when sales were up,
become scapegoats for a broken sales process. Because your
sales managers have no idea which specific actions and
behaviors lead to success, and advances within the overall
process, they don't know where to look or what to do to fix
things. What you're left with is something I call
management by anecdote. That is, you're left with
stories from your salespeople regarding individual
prospects and situations and why those sales never
materialized.
Companies
who operate this way often find themselves grappling with
the same basic problems year after year with the only change
being the people doing the grappling. Let's face it, it's
always going to be easier to blame your people than it is to
help them succeed by taking control of a broken process and
managing it for maximum return. It’s an ineffective and
expensive proposition that leads to the added cost of
turnover, recruiting, hiring, and training new people, and
inevitably repeating the process over and over.
This is how most
companies lose revenue and market share.
I Will Maximize Your ROI With Sales
Process Management
First, we'll break down your sales process into its
component pieces. Then we'll analyze them in terms of
efficiency, cost, and effectiveness. Doing this will help us
gain an understanding of the real reasons your people close
sales, and the reason they lose sales. It will uncover the
strengths and weaknesses within your system so we can
emphasize, teach, and coach those behaviors that produce
successful outcomes and duplicate them across your entire
sales team while, at the same time, eliminating or
minimizing the things that aren't working.
Once
we’ve identified the strengths and weakness in your process,
the next step is to measure them so that we can establish a
system of metrics that will serve as a benchmark for future
growth as we implement continuous process improvements.
These standards will be valuable in helping to insure
consistent performance today while empowering new growth
tomorrow. Sales Process Management is a never-ending cycle
of improvement that will lead to incredible increases in
productivity, sales, and revenue, while substantially
lowering your cost of sales.
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substantially lowering costs.
higher percentage, etc. In other words—get more new
customers.
services and the move to search engines to find the same information."
