Confessions of a Sales Pro with Ian Selbie

Ep3: The 7 Deadly Sins in Selling - #3 Not Using A Consistent Sales Process

November 12, 2020 Ian Selbie Season 1 Episode 3
Confessions of a Sales Pro with Ian Selbie
Ep3: The 7 Deadly Sins in Selling - #3 Not Using A Consistent Sales Process
Chapters
Confessions of a Sales Pro with Ian Selbie
Ep3: The 7 Deadly Sins in Selling - #3 Not Using A Consistent Sales Process
Nov 12, 2020 Season 1 Episode 3
Ian Selbie

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

When conducting assessments for clients, we typically find as many sales processes in companies as there are salespeople.  The absence of a consistent approach creates three significant challenges for sales organizations. 

#1. The first is a lack of consistency with customers. Salespeople use their own approach, which also differs from customer to customer. 

#2. Secondly, a lack of a systemized sales process creates a sales management nightmare. We define good sales management as being a proactive coach and mentor of the sales force. 

To be an effective coach, managers must be experts in the process themselves. How can managers be experts in ten or more processes? 

#3. Thirdly, is inaccurate revenue forecasting due to lack of inconsistent sales process.

QUESTIONS: 

  • How many salespeople do you have?  
  • How many sales processes do they have?  
  • How accurate are your sales force's revenue forecasts?  
  • What are the costs to your business due to inaccurate revenue forecasting?


Show Notes

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

When conducting assessments for clients, we typically find as many sales processes in companies as there are salespeople.  The absence of a consistent approach creates three significant challenges for sales organizations. 

#1. The first is a lack of consistency with customers. Salespeople use their own approach, which also differs from customer to customer. 

#2. Secondly, a lack of a systemized sales process creates a sales management nightmare. We define good sales management as being a proactive coach and mentor of the sales force. 

To be an effective coach, managers must be experts in the process themselves. How can managers be experts in ten or more processes? 

#3. Thirdly, is inaccurate revenue forecasting due to lack of inconsistent sales process.

QUESTIONS: 

  • How many salespeople do you have?  
  • How many sales processes do they have?  
  • How accurate are your sales force's revenue forecasts?  
  • What are the costs to your business due to inaccurate revenue forecasting?