By Ken Thoreson, president, Acumen Management Group LTD
It occurs almost every time I speak or every initial client visit. Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process. Why is this important enough to write about? The results!
Recently in working with a client we spent about two hours simply documenting what a salesperson should do on each of the various steps of their sales process, it enlightened the existing sales manager and created the beginning of a new sales driven culture for the company. What happened?