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.
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.