
Confessions of a Sales Pro with Ian Selbie
Why is it the same repetitive mistakes continue to rob salespeople of more commission cheques? Ian Selbie achieved the accolade of top salesperson in the world at Apple and in this Podcast he will discuss how he overcame the problems encountered during his sales career and gives the benefit of his wisdom to everyone listening who work in the world of sales, helping you reach new levels of sales success. Less sins, more wins.
For more information contact Ian Selbie via email: ian@ianselbie.com or go to www.SalesMentorU.com for more information.
Confessions of a Sales Pro with Ian Selbie
Ep3: The 7 Deadly Sins in Selling - #3 Not Using A Consistent Sales Process
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?
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Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com