sales process
Why every sales opportunity needs a regular risk assessment
If you were working in the health or social services, or in the nuclear, aerospace, oil, rail and military industries, you would be well aware of the need to perform risk assessments on a regular basis wherever there was a serious threat of a hazardous situation.
How many sales processes do you need?
If you’ve been following me for long, you may think this article is going to be about how your department needs to formalize a single sales process for everyone to follow. You would be wrong. In fact, every sales department needs at least two sales processes - and maybe more.
Why A Customized Sales Process Is Like Buying Shoes
The science says that companies that add a formal, customized sales process and hold their salespeople accountable to following that sales process will increase their revenue by an average of almost 20%. More on that in a moment, but first, let’s talk shoes.
10 Critical Components of any B2B Sales Playbook
If my recent experience is anything to go by, sales playbooks have overtaken sales analytics as 2017's "must do" sales performance improvement initiative. It's not hard to see why.
But I already have a sales process...
According to science, you are less beautiful than you think. When you get up in the morning, comb your hair, brush your teeth, wash your face - and you take a look in that mirror, it turns out that what you see there is not what your friends and associates see. To them, you look much worse.
What is your sales organisation going to do differently in 2017?
If you’re like most sales teams, 2016 was probably a blend of high spots and low spots. A subset of your sales people (often the same ones as last year) achieved their sales targets well before the end of the year. Another group got there or thereabouts, and a further group struggled.
