Yes, Especially in Sales

If there’s one thing I learned as a submarine officer, it was that I needed to follow the process.

It doesn’t matter what it is – we even had posted procedures on how to use the commodes properly.

The advantages of documented procedures are legion:

• Makes training easier 
• Reduces the experience level necessary to hire someone for the role 
• Provides a means to measure performance and drive improvement
• Great reduces the need for a supervisor to intercede

The list goes on, but you get the point.

One area where procedure often goes undocumented, and therefore unfollowed, is sales. Oh sure, many of us have scripts and well-planned e-mails that we rely on to improve our results, but when it comes to things like:

1. Using the sales process (like the Growth Coach’s READ model)
2. Using the CRM as expected (entering in contacts, documenting status, logging interactions, etc.)
3. Following up
4. Accountability

…even the largest companies don’t do as well as they should.

If you don’t document it, you shouldn’t expect people to do it. If you don’t hold people accountable for using the process, you won’t get the advantages of using the process. Whether you are in sales alone, or you have a sales team, your results will increase dramatically when you treat sales like any other process.
Document, use your CRM, follow up, and hold your people accountable by measuring performance (another great reason to use your CRM). If it’s just you, get someone to hold you accountable.

If you’re having problems getting consistent performance from your sales team (or from yourself), give us a call at (202) 640-1907 or e-mail us. We’ve helped thousands of clients around the globe improve their sales performance, and we can help you, too!

Ingar Grev