|
Make Winning a HabitWhat does a vision of victory look like at each step along the way? Information drives strategy. We start by defining all of the coaching questions managers will ask during the sales cycle to see if they have included the right activities in the sales cycle that are necessary to answer those coaching questions. Then, by phase, what are the desired outcomes, questions to ask, information needed, roles and responsibilities, qualification criteria, and action items (with due dates and owners) for each of those phases? The result ends up being a template of an ideal sales cycle from which managers can coach and compare. Because they built it, they own it, and it is tailored to their business. It is then provided to all salespeople so that they wonБЂ™t feel ambushed when the tough questions are asked. The R.A.D.A.R. six PБЂ™s methodology, combined with your sales process, creates a best practice sales template unique to your organization. The purpose of a sales cycle template and a coaching session is to (1)guide the sales team on how to execute these action items most effectively, (2)identify who to focus your efforts on, and (3)explain why the salesperson should do certain activities or what is the risk of not doing the activity. All a salesperson has is time, and the decisions he makes on that time are critical to his success ...» |
Код для вставки книги в блог HTML
phpBB
текст
|
|