You may recall from the last video that there are three parts to a winning sales force and they all start with the letter A. Attitude, activity and acumen. This video is about activity, and in particular sales process management.
In some cases, business owners see that their sales issue as activity. They or their sales team have a great attitude and plenty of acumen or skill, but just aren’t doing enough activity to generate sales.
When it comes to Activity, sales process management is a foundational discipline.
Sales process management involves monitoring and managing the flow of sales prospects through a predefined set of steps, that culminate in a completed sale. How we do this is what we’re discussing in this video.
Good sales process management is simply about making sure nothing falls through the cracks. When you can see every prospect and where they are in the process, you can spot the gaps early and coach your team on what to do next. If you missed the start of this series, have a read of part one on attitude. For a general overview of the wider subject, there is a helpful page on sales management. In the next video we look at acumen.
