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How do you get a sales org to change its processes?
How do you get a sales organization to change the sales process when it is a large organization? How do you turn around a battleship?
This question is from Dave Brock's presentation "The 10 Biggest Sales management Mistakes & How to Avoid Them" at our 2010 Focus Interactive Summit: Evolving Your Sales Game.
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1 Answer
Hi Craig:
I think this has a lot to do with how you define "sales process" and my experience says it has a lot of different definitions. The way I have learned to think of it is that sales is a combination of science and art. The science part involves knowing the steps that have to be completed successfully for your sales people to succeed, along with the critical information they will need to have at their disposal at each step.
The art is how each sales person absorbs and applies that information. All art takes practice, so simply giving a sales person a list of key questions to ask, doesn't make them an expert interrogator.
In the end it is all about having something you can measure, because you can't improve something you can't measure.
This is a really short answer to a very long discussion, but I hope it helps.
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