Sales Force Paradigm Shift

Even though training the sales force on how to better execute is not our dedication, we do initiate our method with the sales people as it is necessary to stimulate in them a mental set change so they understand the process they will be executing.

We begin with hands on simulations and games where the sales people discover that selling is a process and like any other process it is composed of steps. They learn that through the sales process move business opportunities, and this movement, or FLOW, is defined by its quantity, speed and quality.

They understand that closing is a consequence of the FLOW and that closing is of equal importance as the other steps. They also realize that the consumption of time, and not the loss of some opportunities, is their worst enemy requiring their utmost attention.

This paradigm shift gives them a new vision of their work. They learn that their job is no longer the execution of a subjective and all encompassing activity called selling, but guardians of a predefined FLOW, and the permanent existence of the right FLOW is what takes them to their goals. They are no longer just chasers of a “quota” but organized executors of a predefined, measurable process. They understand why they must do certain things and when they must do them.

Let us help Shift YOUR Paradigm

Modeling the Sales Process

Once the sales force is ready we move to the next phase of our method, modeling the sales process of the company. The modeling is done using the modeling module of our software system called Attieve®.

We are not, and don’t pretend to be, experts in your business. We do not tell you what your sales process should be but we will discover if the way you are defining it is capable or not of producing the desired results. If it isn’t we will be able to tell you why and what changes have to be made.

Tracking the Real Activity

Once an acceptable model has been created we move to the next phase of the method, capturing the real world activity of the sales force. This is done with Attieve’s tracking module which is web based. It is designed with the sales person in mind, understanding that data collection has to be simple AND BRIEF!

Comparing the Model vs. Reality

Once real day to day activity has been captured, Attieve® compares the model against the real data and indicates those areas where there are differences that must be corrected. This continuous feedback and correction will reduce the differences between the model and reality putting the company in the position of obtaining the desired results.

This entry was posted on Tuesday, July 15th, 2008 at 5:17 pm and is filed under Our Process, Sales Tips, Uncategorized. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.