Ten Truths About Sales Training Week #2

TRUTH #2:  Sales cultures are dependent on standardizing a selling process!  One of the biggest mistakes I witness with sales management is not adopting, structuring or standardizing a selling plan for pre-call planning.  A sales process provides a common sales language that reps can relate to.  You get consistency of message in the field and best practices start to evolve with repeated use and preparation.  Overall, you deliver a better value story in a shorter amount of time so you can call on more customers.  Productivity and performance are enhanced which leads to increased market share.  I worked with a food service manufacturer who attributed their sales growth and national footprint to using our 6 A’s Selling Process for over 10 years.  It helped them to stay focused to achieve their sales plan and raise the bar on sales excellence throughout the industry.