This is a good one to start the week with!
Two conclusions that have generally been adopted on this topic:
- Selling is an art that can only be performed by good looking, outgoing people with 1000s of contacts. These people don't need a process - they're artists and a process limits them.
- Salespeople are inefficient and should be measured in the same manner that a shop floor technician or software developer is measured.
I disagree with both of these perspectives.
It is my opinion that selling is a science that is performed by artists. The good ones have been the handsome socialites forever, but it’s not a requirement. Any talented sales professional will perform exponentially better if they follow an intelligent strategy and a repeatable process that allows them to focus on one thing: influencing their customers. I don't advocate turning sales professionals into operations people - I believe in programs that enable sales professionals to be themselves - assertive, extraverted, competitive, technical … whatever. However, incorporating a plan that enables them to fully utilize their natural talents.
What do you think, does process benefit salespeople?
Has an "operations-type" tried to force a process on you that reduced your performance? What made this experience unsuccessful?
What positive experiences have you had from an improved sales process? What made this experience successful?