There is an expression that is commonplace among sales organizations, but it sends the wrong message to the team.
As a sales manager, you work so hard to help your sales people become client-focused. You instill in them the importance of conducting effective needs analysis discussions so they can develop the right solutions. You use expressions like customer focus or the voice of the client. Then, all of that goes for naught when you send your sales team back in the field as you utter the most arrogant sales expression as a framing for their objective… Know what that is? Sales Process!
The most arrogant sales expression used in sales is sales process. Why? Sales process means for focus is on who? The sales person, right?! That’s not where the focus belongs. It isn’t about the sales person…It’s 100% about the client. This a buying process and the fundamental job of the sales person is to facilitate the buying process such that their prospects receive the solutions they need, want, and desire. Buying process puts the emphasis on your prospects which is where it belongs. Consider that the next time you are prepping your team to sell.
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.