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The Sales Process

In simple terms, the sales process is nothing more then an outline of the how you move the sale from one stage to the next, hopefully to a conclusion that is good for both you and the customer.

Owning your sales process is key to producing manageable repeatable results.  The importance of owning the sales process is key to the develop of successful salespeople and a successful sales team.  You can’t count on finding a group of salespeople that have mastered the process, you have to create it.  Take their The sales process - Sales management workshoptalent and make it better.  As a sales leader, you have to do the same thing within your organization you expect your favorite sports teams to do.  Develop a good system and find the right talent to execute it.

  • In this podcast we look at;
  • The 6 most prevalent myths about the sales process
  • A basic sales process model used today
  • A modified  sales process I use and examine the process of making it your own
  • How to use the sales process to manage and lead your team to success

Recommended Reading

The book I would like to recommend is not directly related to the sales process, but I feel it’s and important book for you to read. The book is Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by John DeVincentis and Neil Rackham. Neil Rackham is the author of all the Spin Selling books, which if you haven’t read them, I would recommend it. What I like about the book is that it lets you Rethinking the Sales Force - Sales Management Workshopexamine your sales development by looking at the challenges all sales organizations are facing today. One of the questions the book explores is Perhaps the time has come to ask the most basic question of all – what is the purpose of a sales force? I think the information you get will be well worth the price. This book will give you a lot of insight on the drivers of value creation.

The book retails for $24.95 and if you use my affiliate link you can get it for $16.39. By buying the book using my link, you save money and the show get’s a small commission. A way to keep the free information coming.

Another book by Neil Rackham that I talked about in this podcast was Spin Selling.  Her is a link to the book on Amazon. SPIN Selling SPIN Selling is Recommended reading for sales managers Sales Management Workshopconsidered by many on of the essential books on sales.  The book is the result of the Huthwaite corporation’s massive 12-year, $1-million dollar research into effective sales performance.

 

 

Related Podcast:

SMW 004 Sales Recruiting – Hire The Right Sales Person Part One

SMW 005 Sales Recruiting – Hiring The Right Sales Person Part Two

 

Related Blog Post

Create a Customer Profile to Improve Results

 

 

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SALES MANAGEMENT COACHING & CONSULTING: I’m available for one-on-one sales management consulting and coaching. If you would like help in taking your sales program to the next level, let me know. I’m sure I can give you the help you to improve your sales. Click here to Let me know How I can help. I’d love to work with you.
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