http://saleslaundry.com/2009/09/18/qa-questions-that-make-finding-a-great-sales-professional-easier/ Folded and Pressed for Sales Success Fri, 27 Nov 2009 21:43:12 -0500 http://wordpress.org/?v=2.8.4 hourly 1 http://saleslaundry.com/2009/09/18/qa-questions-that-make-finding-a-great-sales-professional-easier/comment-page-1/#comment-148 gregstromberg Sun, 20 Sep 2009 05:11:28 +0000 http://saleslaundry.com/?p=1110#comment-148 A sales process is just like a manufacturing process. One creates a finished good and the other creates a good customer for life. A process must be owned partially by the people who work in it and the worker’s core strengths must be compatible with this process. The process can’t be controlled unless it is measured. The process will have variation and will require problem solving for special causes & common causes. The companies’ culture and driving values of integrity, continuous improvement, shared learning and innovation must also be understood & accepted by the workers. Just like the manufacturing process, if you don’t purchase the best raw materials or hire the right people for the process then you will have misalignments, variation & potential problems. Sales people always use the excuse that the process is too rigid and this causes lost sales. Many times it isn’t the process but the reward system which is not focused on the process or its improvement. This comes back to the sales person whose personality doesn’t fit the company’s values or processes. Just like a manufacturing process must make consistent quality products the sales & marketing process should be creating good customers and maintaining these good customers for life. Many times the root cause is the hiring process, training process and reward system. A sales process is just like a manufacturing process. One creates a finished good and the other creates a good customer for life. A process must be owned partially by the people who work in it and the worker’s core strengths must be compatible with this process. The process can’t be controlled unless it is measured. The process will have variation and will require problem solving for special causes & common causes. The companies’ culture and driving values of integrity, continuous improvement, shared learning and innovation must also be understood & accepted by the workers. Just like the manufacturing process, if you don’t purchase the best raw materials or hire the right people for the process then you will have misalignments, variation & potential problems. Sales people always use the excuse that the process is too rigid and this causes lost sales. Many times it isn’t the process but the reward system which is not focused on the process or its improvement. This comes back to the sales person whose personality doesn’t fit the company’s values or processes. Just like a manufacturing process must make consistent quality products the sales & marketing process should be creating good customers and maintaining these good customers for life. Many times the root cause is the hiring process, training process and reward system.

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