“Systems” have helped to build some of the most successful companies in the world.
Is your sales organization taking advantage of them?
The best examples of companies that were built on systems are Ford Motor Company and McDonald’s Restaurants. If it wasn’t for a system (the assembly line), Ford would never have made a car affordable to the average person. McDonald’s on the other hand, was able to successfully duplicate their money-making system at will and is one of the most successful retailers of all time.
The idea is simple. You want to create an environment where salespeople need the least level of skill to be successful. That doesn’t mean you want unskilled salespeople but, rather, you just want the environment to ensure their success no matter what level they are.
I use a concept I call Process-Based-Selling™ to help you build a selling system for your team. The benefits are enormous, including:
• a raised level of performance across the board,
• a more consistent sales message
• the development and dissemination of best practices
• the power to tune the sales process
• the ability to train new people in half the time
• more effective training and coaching
Performance on demand doesn’t come from a random effort. It comes from a laser focus and execution which only a “selling system” can provide.