How Do You Develop A Winning Sales Process?
The best salespeople sometimes make the worst employees. To them, details, paperwork and sales managers are all things to be avoided. The reason: selling is a contact sport, and for the successful salesperson, office time is non-selling time. Because of this, business owners and sales management often find sales to be out-of-control and impossible to quantify. Only a good sales process can overcome the otherwise uncertain and ill-defined nature of sales. Assess your sales team. Make sure you have the right number of salespeople, and that they are personable, team players, and generally easy to work with. Evaluate their level of knowledge about your business and industry. If necessary, consider hiring new sales reps and investing in sales training for your top producers. Remember, it’s difficult to determine whether a given salesperson is truly achieving at the highest levels. Sales performance is a function not only of the individual, but also of the product being sold, the assigned te
