Sales 2.0: Installing Repeatable Processes
"In a Sales 1.0 world, processes tend to be pretty loosey goosey. Sales reps make random phone calls to contacts in their contact list and try to set up face-to-face meetings to follow up. Then they hit the road and hope for the best when it comes to hitting their number for the quarter. Management bites their lips hoping the big deals will come through and the quarter will come in strong. Sales 2.0 is all about measurement and managing volume and velocity to get the highest return. You need to generate enough volume of potential deals (often from the Web), quickly qualify the potential deals, identify the real opportunities and deliver the value that the customer needs in order for you to close business with them. To do this, you need to create an agreed-upon, measurable, repeatable sales and marketing process. Sally Duby, president of Phone Works and a telesales expert gives some good advice. She says "Track each step of the sales process so you can analyze who's struggling, and who's doing well." Then make sure you share best practices to grow your team". What you will end up with is a predicable sales process and better results. (c) 2008 David Thompson CEO, Genius.com LAM-001-00101"
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