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October 21, 2011
Back to Reality: Ensuring Your Sales Process Plan is a Success
By:
Why?
Change is hard. That’s why the diet industry earns $40 billion in revenue annually, gym memberships spike every New Year, and celebrities consistently check back into rehab. If it’s this hard to make personal changes, imagine the difficulty of successfully engaging hundreds, or even thousands of sales reps, each with their own personal goals and agendas.
If you’ve been a sales manager for over 3 years, chances are your buyer’s Purchase Process has already changed, and you need to change your sales process. While there is no shortage on change management books, a recent book, “Switch” by Chip and Dan Heath, does a nice job of capturing the critical elements. I’ll highlight several key steps they mention to make change more likely to gain permanence using two companies (A and B).
Guess which company achieved 121% of their revenue target and had a 98% compliance rate in 12 months? As we like to say at Sales Benchmark Index, Effectiveness=Quality*Adoption.
Key Takewayay:
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