A PROCESS DRIVEN METHODOLOGY FOR THE OPTIMIZATION OF THE SALES PROCESS
The pressure for corporate results has converted selling into the ruthless persecution of the hottest opportunity. There appears to be no time to focus on the execution of a well defined selling process. The need to close has become the greatest obstacle of the true capacity to close.
Pressure promotes improvisation; improvisation promotes disorder and disorder promotes uncontrolled chaos and unpredictable results.
Due to this pressure and chaos, Sales Professionals are constantly looking for the “magic wand” that will help them achieve their goals. The world is full of sales books, courses and conferences teaching a multitude of techniques mostly related with execution. Unfortunately many sales professionals apply these techniques and still don’t achieve the desired results, not because they execute incorrectly, but because they don’t have enough to execute on and they, or the company they work for, don’t know it. Their underachievement continues, so they read more books and take more courses. It is a never ending cycle.
Companies are trying to solve a problem they maybe don’t have. They don’t address the real problem because of a lack of visibility and applicable analytics. By looking for a solution without properly diagnosing the root cause, they are unknowingly perpetuating a negative cycle.