CEO Secret #6

How to Create a Proven and Repeatable
Sales Process So ALL Your Salespeople
Can Successfully Sell

It seems to be a giant mystery why some can sell well and some cannot. Many say that the star salespeople are born that way. Others say it is knowing all the right sales techniques. We have a better answer, creating a best of breed company-wide selling process. A strong sales process leads to great salespeople.

Think about it. If Sally is your sales superstar and Tom is your poor performer, what is the difference between the two? Sally may have better personality characteristics. However, more than likely, Sally has designed her own selling process that is superior to Tom's. Simply put, poor salespeople use poor sales processes.

Excellent salespeople use excellent sales processes.

A SalesMap© is our proprietary process that produces a standardized, repeatable selling process that works. I will use the term SalesMapping as a synonym for “company-wide best of breed selling process.” Our philosophy is quite different from sales training. Sales training is predicated on the belief that poor salespeople need to be taught the "moves" to improve their selling skills. Our experience is that the poor sales performers can be taught all the sales strategies in the world and not know when to use them.

They are like Barney Fife. The bullet always stays in their pocket and the gun never fired. SalesMapping© is predicated on the belief that all salespeople could improve sales if they used a best-of-breed process.

The reality is that poor salespeople don't sell because
they don't know the process of selling well, not that
they don't know what to say.

SalesMapping© is a key ingredient to creating a strong sales management system. For every company we work with, we create a custom SalesMap©. We then work with the sales staff to create a fluid, consistent selling system.

SalesMapping© is a proprietary 9-step process. However, you can do your own tune up on your sales process by:

Create a sales process to get rid of the poor performers FAST. There are sales techniques that can determine if a salesperson is a “keeper” in 30 days maximum. Yes, I said maximum. You don’t need to close a sale to know if a salesperson is working out.
Create a sales pipeline model. A well-crafted sales pipeline model should create predictability for upcoming sales as well as create stronger accountability for your staff.
Model your superstars. Better salespeople follow better process. Very rarely do they know how they do it. They think it is natural or inborn: hogwash. Observe them and dissect how they do it. Pass it along to the rest of the sales team.
Find the holes in your marketing. Done right, marketing feeds sales. I am not a big fan of allowing salespeople to whine, “We need more marketing.” This is simply whining. What I mean is, what marketing processes, materials, or tools are currently holding back your sales process. Everyone has them. Find yours.

Our experience has shown that you can improve your sales organization and sales performance more by creating a SalesMap© than by all the sales training in the world. Sales training is much more contingent upon the sales ability of the individual than a good sales process. We strongly encourage you to improve sales performance via process rather than traditional sales training.

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