Confessions of a Sales Pro with Ian Selbie

Ep7: The 7 Deadly Sins in Selling - #7 Thinking That Software Will Correct An Inconsistent Or Ineffective Sales Process

December 10, 2020 Ian Selbie
Confessions of a Sales Pro with Ian Selbie
Ep7: The 7 Deadly Sins in Selling - #7 Thinking That Software Will Correct An Inconsistent Or Ineffective Sales Process
Chapters
Confessions of a Sales Pro with Ian Selbie
Ep7: The 7 Deadly Sins in Selling - #7 Thinking That Software Will Correct An Inconsistent Or Ineffective Sales Process
Dec 10, 2020
Ian Selbie

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

Regardless of the business process, accounting, operations, software development, even warehouse management, software has never corrected or created an effective process.  You must start with an effective process first, and then apply the appropriate tools or software to support the effective process. 

Let us use the game of golf to provide you with an example to drive home the point. I have been golfing for years but still have a slice which usually puts me in the rough or even the trees for my next shot. 

What would happen if I ran back to the pro shop and purchased one of those Big-Headed Drivers? Does the “tool” fix the problem? Absolutely not, in fact I’ll go even deeper into the trees. 

My problem is in my swing, or simply said, my process. After correcting my swing, with lessons and practice, I’m ready to add the ‘Big Club’ to go further, but only once I’ve addressed the process. The very same point can be stated about sales software or CRMs.

In recent surveys, over 70% of the CRM initiatives failed to meet the customer’s expectations, due primarily to two factors. 

The first and most dramatic is that sales organizations, in trying to implement the software, do not have a consistent sales process that incorporates their best practices. 

The second failure factor comes from the sales force not “buying in”. This is based on the fact that the software takes far too long to input information and provides limited, if any, payback in helping them win more business.   

Salespeople ask the question ...“does the software help me win? Or is it just more admin.?” Process and methodology must come first; then you’re ready to implement software to support the sales force.

QUESTIONS: 

  • When asking your sales force, “does your sales management software help you win”, what would their answers be?  

  • Did you have a consistent and effective sales process that incorporated your best sales practices prior to implementing your sales management software or CRM solution?  

  • Can you quantify your return on investment with your sales management software or CRM solution?  If you had to do it again, what would you do differently? 
Show Notes

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

Regardless of the business process, accounting, operations, software development, even warehouse management, software has never corrected or created an effective process.  You must start with an effective process first, and then apply the appropriate tools or software to support the effective process. 

Let us use the game of golf to provide you with an example to drive home the point. I have been golfing for years but still have a slice which usually puts me in the rough or even the trees for my next shot. 

What would happen if I ran back to the pro shop and purchased one of those Big-Headed Drivers? Does the “tool” fix the problem? Absolutely not, in fact I’ll go even deeper into the trees. 

My problem is in my swing, or simply said, my process. After correcting my swing, with lessons and practice, I’m ready to add the ‘Big Club’ to go further, but only once I’ve addressed the process. The very same point can be stated about sales software or CRMs.

In recent surveys, over 70% of the CRM initiatives failed to meet the customer’s expectations, due primarily to two factors. 

The first and most dramatic is that sales organizations, in trying to implement the software, do not have a consistent sales process that incorporates their best practices. 

The second failure factor comes from the sales force not “buying in”. This is based on the fact that the software takes far too long to input information and provides limited, if any, payback in helping them win more business.   

Salespeople ask the question ...“does the software help me win? Or is it just more admin.?” Process and methodology must come first; then you’re ready to implement software to support the sales force.

QUESTIONS: 

  • When asking your sales force, “does your sales management software help you win”, what would their answers be?  

  • Did you have a consistent and effective sales process that incorporated your best sales practices prior to implementing your sales management software or CRM solution?  

  • Can you quantify your return on investment with your sales management software or CRM solution?  If you had to do it again, what would you do differently?