SalesFitRx BLOG

DOES BUY-IN OF THE SALES PROCESS REALLY MATTER?

Sales_Process_290_shadowPutting ego aside for a moment, tell me…do believe you have room for improvement in your sales career?

A healthy portion of my retirement could’ve been funded if I had a dollar for every time some hotshot told me something to the effect of, “I have my way of getting sales and it works for me.”

Well, every one of them still had plenty of room for improvement, as do I, and some [or most] of their colleagues were consistently outpacing them.

So, either they were telling me they believed they had hit their maximum potential or they needed to grow their sales skill set and in their discipline of executing the sales process.

You would be correct if you guessed the latter was their [reluctant] answer.

Always be closing…That doesn’t mean you’re always closing the deal, but it does mean that you need to be always closing on the next step in the process.

Laura Andrus recently wrote a blog post for CSO Insights called, “Sales Process – Use it or Lose it.” In it, she makes a strong case for the importance of the continual pursuit of increasing the metric of Sales Process Adoption in professional sales organizations.

In it, she relates what she’s often told from sales training professionals:

Clients will spend a ton on training, but are hesitant to invest in training reinforcement. The pros know that your sales reps are going to forget about 80% of what they got in class.  Which is why they offer training reinforcement programs to see that all the classroom material gets incorporated into the workflow over time.

But many of the training pros I have interviewed say that reinforcement programs are not selling as well as they should.  This can detract from the success of the training and from the reputation of the trainers.  Which means it detracts from your success.

QUESTION ::: If you’re an organization investing in sales training, are you also investing an effective amount of budget into reinforcing that training to keep Sales Process Adoption high? If so, are you seeing positive results?

Let’s talk about it…

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