The ABC’s of Sales Effectiveness

Just for the fun of it, here are my ABCs of sales effectiveness:

A is for Alignment, between buyers and sellers and inside the company too,
B is for Buyer, the most important person, more important than you.

C is for Coaching, because we all need a hand,
D is for Dynamic, like the best sales processes in the land.

E is for Enablement, that critical sales support,
F is for Frontline managers, whose development you can’t afford to short.

G is for Goals, and when you know that you have missed them,
H is for Holistic, because you know you need a system.

I is for Intelligence, what your system should provide,
J is for Journey (the buyer’s), which you need to understand and guide.

K is for Knowledge, which your salespeople need,
L is for Leadership, whose example salespeople can heed.

M is for Management, because accountability increases range,
N is for Nimble, because the only constant is change.

O is for Optimize, how your selling system gets better,
P is for Process, critical to Performance, Productivity, and Pipeline (and therefore our favorite letter).

Q is for Qualification, which saves valuable time,
R is for Relationships, necessary to an upward climb.

S is for Structure, for an approach we can repeat,
T is for Technology, that helps you to compete.

U is for Urgency, without which the sale stalls,
V is for Value, without which your company appalls.

W is for Workflow, because efficiency is key,
X is for Xerox, the birthplace of modern sales methodology.

Y is for You, the least important person in the process,
Z is for Zero missed forecasts, so you’ll no longer stress.