If you want to improve your company’s sales culture, you must first understand this: The sales function is a series of processes. Likewise, sales leadership depends on a series of processes. There is a reason why “process” is a key word in continuous-improvement methodologies such as TQM, Six Sigma, and Kaizen.
If you can’t describe what you are doing as a process, you don’t understand what you’re doing.
A process is a set of linked actions that are taken to create a desired outcome. When it comes to the sales leadership process, our desired outcome is profitable revenue. The Action Selling ® Leadership Process is a set of linked actions designed to function within an overall sales-improvement system. As I have shown in the latest series of eCoach postings, we can graph it to look like this…