Wouldn’t it be great if managing your sales efforts took a lot less time, caused less stress and got better results?  It is not as hard to achieve as you might imagine, but based on the state of many sales organizations that I have seen, it is not intuitive.

After more than 20 years in the sales profession, I have seen that most sales organizations have tremendous room for improvement, yet most sales managers and most executives responsible for both the top and bottom line results of the company have no idea what to do in order to optimize the results of their sales efforts.

When I first started my sales force development consulting practice, I approached the solution to this complex question one piece at a time. While the results of these individual efforts were positive and productive, they were less effective than they could have been if a more holistic approach had been used.

For example:

  • well trained salespeople are more effective if they are managed properly;
  • salespeople are easier to manage if they are compensated properly;
  • proper compensation is easier to develop if the sales process is clear, incremental and measurable;
  • and, when the sales process is right, then training salespeople happens within a context that fosters better results

It is often said that sales should be one of the most measurable elements within a company.  Unfortunately for most, the understanding of this maxim stops at the revenue generated by each and all salespeople at the end of each accounting period. This narrow approach fails to address those things that are measurable in the process of getting to each sale.

What is measurable is manageable; the opposite is also true.  My experience supports the idea that any sales organization can be more effective, and a holistic approach can facilitate that result.

When you consider the total costs of an ineffective salesperson, and compare that to the potential revenue from an effective salesperson in an effectively managed environment, the value of pursuing the latter – in a holistic manner – should seem clear.


Authors note (AKA shameless plugs)

So, this 7-step sales process and associated topics…. Yup, I write about that a lot. I’ve been working with it since I developed it about 25 years ago – in my own diverse work experiences, with my teams when I had them, and with clients ever since.

If you would like to develop you own personalized and customized, highly effective and efficient B2B selling system, here are some further steps you can take:

The Salesman’s Guide to Dating is a free or very cheap (depending on Amazon) Kindle book that walks you through the sales process using the familiar analogy of dating. It’s a good, fun and quick way to get your mind around the whole process and how the pieces fit together.

Building Your Sales Process (BYSP) is a free and very thorough exploration of the same 7-step process that will walk you through the development of your own customized, personal B2B selling system. When you are done, you will know exactly what to do to get new business.

The Momentum Selling System® is an inexpensive but very robust online sales training course that is similar to BYSP, but goes deeper into the concepts behind each of the steps, and also helps you develop a plan not only for the 7-step process but also addresses mindset, repeat business and client base management.

If none of that sounds right, I do personal coaching and offer a free 30-minute intake session so that we can both learn if it makes sense to work together 1-on-1. If this sounds interesting, click over to the coaching page on this site and sign up for the free session.

Here’s to your success!