Lead the Sales Process

By Mike Philie
In March 30, 2010

Sales reps get paid based on their individual results in developing and managing profitable client accounts that utilize the many services that you offer. The question in this post is are you managing the process used to earn this business as well as evaluating the results? This is not meant to be a trick question. I know many managers that have charts and
graphs and all types of reports that show the results of the sales effort. You certainly need this if you are to do a good job in managing the sales team. But what about the process, the important details that happen before the first quote or job comes in the door…what do you know about those activities? To be effective, these activities need to be evaluated and managed.

Let’s begin with a hypothetical sales process. This could begin with obtaining leads with new prospects or within existing customer groups, research the company, qualify and compare them to your ideal clients. Then the fun begins with earning an appointment, fact-finding meetings and account strategy. Then there may be additional meetings and discussions to identify how your company’s solution will best solve their needs. Now you’re in a position to look at individual projects and provide your pricing. Eliminating many of the earlier steps or poor performance here certainly will not help you get past the pricing issues seen in many markets. 

I encourage you either as a rep or as a manager to identify what your sales process looks like and monitor the progress of the activities that make up your sales pipeline so that you don’t get stuck or end up chasing accounts that don’t really fit you anyway. Continued success.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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