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Joined: April 2012
Posts: 4
Posted: April 24, 2012 10:51 PM

I have eight sales staff and they all sort of do there own thing. As an organization we are trying to streamline things and I need to streamline the sales process. I'm not sure how to get this started. Any ideas?

Joined: August 2012
Posts: 1
Posted: August 17, 2012 7:02 AM

RE: How should I go about training my sales team?
Hello. I am a sales management veteran and I have well over a decade of sales management experience. I will tell you in the interest of full disclosure that I recently decided to go rogue and I am working to begin a new career as a consultant. There seems to be two parts to your dilemma. First, you have sales people that are all doing their own thing. This may be a sales person's dream but I can almost guarantee you you're not maximizing your sales potential. I will tell you that a system of mutual accountability does not have to be a negative process. In fact, I contend that too many people flush out of sales or fail to reach their full potential because no one had the gumption to hold them accountable. Let me put it this way: if you have a dream or goal that is worth achieving and you don't hold yourself accountable for doing all the things necessary to achieve it, you are doing yourself and your business a great disservice. The second part is more straight forward. There are two parts to this challenge. First, and probably most important, is to develop a sales process that everyone can use that has been proven to succeed. I firmly believe that any amount of sales talent applied persistently and consistently to a process that has been proven to succeed will develop individual and organizational skill. Skill is the secret to sales success, as we all know. Your sales people may be good or even great, but I will bet they're not reaching maximum potential. Finally, there's the issue of compressing your sales cycle. There's an old saying that, "time kills all deals". Now, we don't want to be rapacious, but there's a lot to be said for shortening the time from the first hello to cashing the check. This is, again, usually about a system of accountability that monitors and measures sales activity. I'm sure we could working together develop a sales process that is effective at increasing your sales. Let me know.

Joined: September 2012
Posts: 2
Posted: September 16, 2012 11:42 AM

RE: How should I go about training my sales team?
In my company we have a process that puts the customer first. All of us understand how our company works (from order through deliver) so we need to work within a structure to make that process happen efficiently. Maybe start by documenting your best process internally, then you can focus on what each of your sales people does prior to and after that process, see what works and have them learn from each other. I don't think you should restrict their creativity outside of your internal processes.
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