|
|
Like this article? PLEASE +1 it! |
|
There may never be a better time than now.
Written by: Todd YoungbloodArticle Overview: The cold, hard fact is that for most of us, this economy has jacked up the challenge of selling more faster BIG TIME. I'll give 5 to 1 odds there are two things you wish you had already gotten done.
![]() |
Free Download - “The future is here. It’s just not evenly distributed yet.” By Todd Youngblood |
There may never be a better time than now.
I know, I know, you were really, really busy last year. Big opportunities were everywhere and the competition was tougher than ever. There was flat-out no time to finally get organized and consistently using a first-rate sales process/time management system. Even though formally reviewing the value, quality and above-and-beyond service you and your team provided to those top customers has been a priority forever, you simply never got around to it. AGHHHHHHHHHHHHH!!!
The time is now! Not that we wanted a break in the action, but the economy has just forced one down our throats. Use this business slowdown to solidify the future.
Clearly define and document your organization's sales process, map it into a CRM system and consistently use it to manage your time and sales activities.
Not to sound harsh, but... if you're one of those sales reps or managers who does not yet embrace the three core principles of sales process engineering, you might want to think about getting on the bus.
- Continuous improvement of the sales process is fundamentally essential (...unless, of course, your customers will accept whatever you give them without question and your competitors are dedicated to mediocrity.)
- Hard measurements - lots of them - are required to validate the amount and pace of your improvement. (Without hard numbers, you're guessing about the quality of your performance and blowing smoke at yourself.)
- A well-defined sales process is a prerequisite but for determining meaningful metrics (If you can't describe what you're measuring it's by definition impossible to measure it!)
Prepare and deliver a high qualityKey Account Performance Summaryfor every one of your key accounts.
Go back and look at the "Build Loyalty" section of the YPS Methodical Sales Process. Repeat business from good customers is the key to long-term sales success. (Like you needed me to tell you that...) You went through a lot of trouble to deliver superior value to them over the past year, go through a little more to write it all down and review it. They won't remember unless you remind them. They won't appreciate your competitive differentiation unless you explain it to them - repeatedly.
Yes, this economic slowdown is painful, but it too shall pass. When things turn up, wouldn't it be nice to have a world-class sales process management system in place and humming? Along with a pack of loyal customers who appreciate how you hung in there with them?
Related Articles
Article Tags: blowing smoke, business slowdown, continuous improvement, core principles, crm system, li li, measurements, mediocrity, metrics, nbsp, pace, prerequisite, process engineering, s sales, sales reps, style text, text decoration, time management system, value quality, yps
|
About the Author: Todd Youngblood RSS for Todd's articles - Visit Todd's website Todd Youngblood is passionate about sales productivity. His 30+ year career in Executive Management, Sales, Marketing and Consulting has focused on selling more, better, cheaper and faster. He began his career in 1976 as a Marketing Representative with the IBM Corporation and for fifteen years progressed through a wide variety of field and staff assignments. He then founded and operated an Information Technology Outsourcing firm providing Software Development and Maintenance Services. In 1994, he joined an electronic commerce firm serving the insurance and healthcare industries, as Vice President of Sales & Marketing. He established The YPS Group, Inc. in 1999 based on his years of experience in Sales Process Engineering � that is, combining creativity and discipline in the design, implementation and use of work processes for highly effective sales teams. Todd has worked extensively with firms in the Distribution, Manufacturing, Insurance, Services, and Telecommunications industries. He is the author of two sales management books, The Dolphin And The Cow and Think About It� He is married, has two daughters, enjoys cycling, is a second degree black belt in Choi Kwang Do and serves on the board of the Cobb Symphony Orchestra. Click here to visit Todd's website Its The Experience Stupid Think and act like business manager Funnel or Incubator Sales Rep Lame Excuse 83 The Weapon |
Related Forum Posts
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Are You My Mentor
Top Ten Home-Based Businesses
What If You Had a 100% Success Rate?
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.



