Sometimes to go fast, you need to slow down first. Abraham Lincoln once said, “Give me six hours to chop down a tree, and I will spend the first four sharpening the axe.” The same is true for sales. Sometimes you need to slow down to deliver new product or service training. At other times, you may need to slow down to assess and coach the team. A very important reason to slow down is to improve – or even define – your sales process.
Michael Alexander, an advisor for Point Clear, once said, “Those companies without a sales process aren’t running a business. They’re running a lottery.” Is your sales process clear? Can everyone articulate it? Do they follow it? Does your customer relations management (CRM) system support and reinforce your sales process?
According to the National Association of Sales Professionals, a sales process is “a systematic approach involving a series of steps that enables a sales force to close more deals”. If you want to enable your sales force to close more deals, then you need a clearly defined, well understood, and routinely followed sales process.
At TopLine Results, we have been helping teams define and improve their sales process. We do this by talking with key team members and finding out what’s working and what’s not. We add some best practices to your unique goals and objectives, then collaborate to create a new and streamlined process that fits your needs. Finally we tweak your CRM system to support your process and measure your success.
If you need to slow down to go faster, then give us a call at 1-800-880-1960 or email is at firstname.lastname@example.org. We’d love to set your sales team up for success!
About the Author
Melanie R. Varin specializes in business process consulting for organizations across many industries. With more than 30 years of business expertise, Melanie focuses on providing clients with winning strategies for improving their sales, marketing and overall business processes from assessment to implementation.
Melanie’s certifications include: Six Sigma Master Black Belt, Silver Certified Microsoft partner and Registered Salesforce partner.