Sales System: How a Sales Process Positively Impacts your Bottom line!
In a recent study 82% of all Business Owners said their company had a sales system
that was poorly defined, wasn't being followed or they had no sales process at all. A Sales System is analogous to a professional basketball team playbook. Without a consistent offense, a consistent defense and a consistent agreed to set of plays, what you have are players who can't put the ball in the hole because they just don't know what their next move is. They become purely reactive to the opposing team, in this case the prospect!
Without a consistent and systematic approach towards sales you have lost all control over performance and productivity. Is your sales team proactive and offensive in their business development approach, or have them become reactive and purely defensive in their approach?
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In business, each and every aspect is process oriented. From shipping and receiving to quality control. However in the most important aspect of your business; SALES, this is dealt with often by sending out a bunch of product knowledge experts who do nothing more than feed prospects information they ultimately end up wanting to “Think About”. This is followed by drafting time consuming proposals followed by “The Chase”!