I learned to sell from Dr. W. Edwards Deming the American statistician, college professor, author, lecturer, and consultant. Strange huh? Dr. Deming is known for saying “you can’t manage what you can’t measure”. I learned that effective and efficient sales training and management requires measurements throughout a defined sales plan with a pipeline.
I have had an opportunity in my career to look into many small and mid-size companies. Often I see sales management operating with limited tools (no sales plan or sales strategy), subjective decision-making, fragmented communication, limited accountability and a missmash of sales training programs. If product development, engineering, administration, manufacturing or services departments had product failures or customer complaints they would quickly gain the attention of upper management and corrective action would quickly be forthcoming. Often not so much with sales.
Managing a lead through a defined pipeline is essential to leveraging the value of that lead. A sales plan and process supports accurate qualification; that the prospect buys what you sell, allows sales management to see a lead as it progresses, institute corrective action and creative solutions if it gets stuck and provides tools, sales plan template and content for seven touches through a DEFINED pipeline or stages. Then sales management can identify how and when to apply the appropriate sales training to create corrective action.
Sales Management through a thought-through strategy: tools,management and the appropriate sales training provides growth potential and protects sales resources. Ultimately it also does what it is intended to do. Sell more of your product.
If you need a Simple Sales Plan that works consider purchasing my low cost ($149.00) 100 % GUARANTEED Training Video with all the instruction, tools and a simple sales template that you need to execute for a sales team or individual.
If it doesn’t work for you, I will refund 100% of your investment NO QUESTIONS asked.
a simple sales plan
Bob Davis is the President of simple.sales.strategy in Austin, TX providing sales training and holding sales people accountable to a proven, systematic sales system. He can be reached at 512.658.9500 or email@example.com