Monday, September 19, 2011

Headed Home


Vacation is over, it is time to head back home and back to work. Got me thinking about your sales process, isn't it time you brought it “back home”? By back home I mean back to basics.

In my years of interaction with sales people, rarely have I seen the sales process fail because the basics were done correctly. I have seen many deals fail because the basics were glossed over to do exotic things. Flying across the country to do an onsite custom demo? Great. Haven’t done a proper discovery and needs analysis? FAIL.

It is called a sales PROCESS for a reason. Is yours documented? All processes in your business should be documented, including your sales process. Step two? Follow that process.

If you are following an established successful process, you will close more business.
Get back to basics and expand.