What I’ve Been Missing About The Selling Process


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Regular readers know the sales process and its importance to sales performance excellence is one of my soapboxes.  But in my zeal to talk about the sales process, I’ve forgotten a key point.

My friend, Don Perkins, reminded me of this in an important blog post:  A Lesson From Dad-Always Teach Principles Along With Processes.  Don’s absolutely on target.

In my rants about the sales process, I’ve often forgotten to talk about the principles behind the process.  I think all of us fall victim to the same thing at different points in time.  We become so focused on a certain objective, that we are blind to why we are doing it in the first place.

If we don’t know the principles that underlie what we are trying to do, we will struggle to keep focused and on target.  If we don’t have a context based on sound principles, as Don says, when things get dicey, it’s hard to know how to get back on target.

The sales process is important to our effectiveness and performance, but just teaching people about the process, what steps to take, what boxes to check loses the reason we are doing this.  It becomes mechanical and meaningless.  Why should we be executing the process?

It’s important that we understand the basic principles and objectives upon which we build our processes.  It’s important that our people understand these and have internalized them.  Once they understand the principles and objectives, the execution of the process becomes much more natural.   When things go off course and our processes don’t help us getting back on course, understanding the principles help us adapt and make the right corrections.

In developing your sales process and teaching your teams how to implement it, make sure they also understand the underlying principles.  Don’t just teach them what the process is, but make sure they understand, why a process is important, why we have chosen the process we have, why it’s important for them, what they get out of it.

Our processes can’t define everything.  But if we all understand the principles upon which the processes are built, we now have a framework to achieve our goals and objectives. 

Don, thanks for the great reminder!  Sustained performance excellence is not just about executing the process or program, it’s about understanding the basic principles and objectives these are built on.

Republished with author's permission from original post.

Dave Brock
Dave has spent his career developing high performance organizations. He worked in sales, marketing, and executive management capacities with IBM, Tektronix and Keithley Instruments. His consulting clients include companies in the semiconductor, aerospace, electronics, consumer products, computer, telecommunications, retailing, internet, software, professional and financial services industries.


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