An effective sales team is the engine that drives organizational growth. Sales effectiveness is not an accident, and it doesn’t happen overnight. To achieve true success, we must and we will change how we think about sales effectiveness, and therefore how we achieve it. We hold these truths to be crucial to that change.
Great salespeople are made, not born. True excellence is developed over time, in a formal, purposeful, and dynamic way. Discipline is as key to sales effectiveness as talent. Checklists, metrics, process, and formal training must be part of the strategy. Needed traits and skills will be dependent on the type of selling environment.
Sales process does not equal methodology and sales effectiveness requires both, plus the skills to effectively execute them. The definition of a sales process is not the opportunity stages in your CRM system. Sales process is a framework of stages, milestones, and steps, while methodology is the tactics and methods used to create progress.
To create value for clients, and ensure momentum throughout their buying decision, your salespeople need new skills that can’t be taught in two day classroom sitting. New knowledge needs daily reinforcement to convert into skills that propel your results.
CRM systems were never designed to help salespeople be better salespeople and have become glorified Rolodexes. A true sales effectiveness strategy requires software and tools that help capture and drive the right behaviors, and create discipline for consistent sales performance.