Posted under Sales
from 130 days ago

I want you to think about this.

If a sales process alone was enough to ensure that salespeople win business, then the results most sales organizations produce would be radically improved. Their results would be far better than they are. A sales process is important, even critical, but it isn’t enough to ensure salespeople produce the results they are capable of.

If a methodology was enough to produce better results, any organization that bought into a new methodology would see immediate improvement once that methodology was installed, trained, and implemented. Methodologies are important. They’re processes you run inside your sales process. For some reason, however, they don’t move the bell curve that is the whole sales force forward.

So we now look to technology. The promise of CRM was that once the salesperson’s activity could be tracked, measured, and managed appropriately, better performance would follow as ...


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