Training (Josh Brodbeck)

eSalesTrack Consulting Solutions

eSalesTrack partners with one of the most highly regarded sales consultants in the country...

JOSH BRODBECK

Join us for part of an exclusive interview we had with Josh Brodbeck about some basic principles of a good sales strategy.

Why is a sales process important?

Brodbeck: There are several reasons why a consistent sales process is important, ranging from the obvious to the counter-intuitive. That said, the top three reasons for having a consistent sales process in any sales organization in any industry are as follows:

• To ensure a seamless connection to the corporate values and objectives. Whether conscious or intuitive, written or just “known,” every healthy sales organization has a core set of values and objectives by which it operates. The only true way to ensure that a sales organization’s objectives translate into actual sales activity is to develop a consistent sales process -- used by all sales personnel and reinforced by all sales management -- that is in full support of the sales objectives. When a sales process has been successfully implemented in a sales organization, a particular “way” that sales force operates will emerge that can set it apart from its competitors and contribute to the overall corporate identity.
• Tracking and forecasting. Sales tracking and forecasting is considered an art more than it is a science; but it doesn’t have to be this way. If a consistent and universal sales process is in place, it is quickly possible to accurately track sales activity and make highly accurate sales volume predictions.
• Diagnosis and retooling. In sales organizations that do not have a dedicated sales process and methodology (which, unfortunately, includes most sales organizations), the only way to know if there is a problem is by looking to the ultimate outcome – sales volume. But simply knowing that sales volume is down doesn’t tell management where the problem is and how to fix it. Building a sales force around a consistent sales process gives sales leadership multiple indicators that can aid in knowing where a problem exists and how to fix it – BEFORE sales volume declines.