Are you and your team speaking the same language?
I find that many sales teams have a common issue... they don't have a common process.
Would you accept this from your Accounting department, from Marketing or Operations or any other department in your organization? My guess is that the answer to that question is a resounding NO. Accounting has to use Generally Acceptable Accounting Practices... And other departments, to ensure quality or work... must follow their processes too.
But SALES... well that's different. Generally speaking, it is different... in that the typical sales team is all over the board when it comes to process.
If sales results are spotty, if reps are saying the wrong things at the wrong times... leading to long sales cycles and lots of FREE consulting. - Ya gotta get them on the same sheet of music. It's imperative.
How? Well there's a 3 step process. Sounds simple, but it takes some real work!
- Sit the team down and decide what they do, step-by-step. From "hello to delivery"
- Synchronize that data with an efficient and effective sales model.
- Once you've captured the data... publish the process, train and coach them and hold them accountable.
I have a great tool to help you capture the process... let me know if you'd like a copy and I'd be happy to shoot it over via email.
Message me or leave the word "PROCESS" in the comments below.
Make it a GREAT day!
