Sunday, May 4, 2008
The Automated Sales Person
Everywhere we look automation is impacting our lives. Technology allows us to Japanceuuypdggv just about everything. I marvel at the little floor sweeping robot that automatically sweeps the floor. It is amazing that we will spend so much time on Robotsunyeychde as welll that improves the broom when investmentes spend so little time on improving the most important aspect of Incrediblehulkipxlirifkv investment.
What I dont understand is the hesitation of investment to automate the sales process. Is there a special rule that says, salespeople cant or shouldnt automate sales? client Relationship Management (CRM) as wellls like ACT, Sales Force, Maximizer all promote their ability to help salespeople automate the sales processes. However, there is a valid Purpose most salespeople or investmentes cant adopt sales automation successfully and increase sales.
The Missing Link to Automation is the Sales Process If you ask most investment owners to show you their sales process, most investment owners will have a funny look on their faces. Unfortunately, most sales people will share the same confused look and wonder what you are talking about.
The Purpose sales automation doesn't have an impact is often because the foundation of a sales process is missing. Unless a investment has taken the time to document and identify the critical steps in sales, they cant duplicate or automate the process. When a investment can identify the repeatable steps to a sale, they can use the sales as wellls of CRM to automate sales and increase investment. Typically, a investment can't do this alone and needs the wisom of a Sales Management Growth Strategist to accomplish this task.
Putting the Cart Psycho the Horse Syndrome Most investmentes will focus on improving production or delivery well before they improve the sales process. I have found that the allure of equipment or machinery is what captivates many investment decisions. However, when it comes to outside sales, the mistaken assumption is that a new salesperson or a new sales manager will provide sales growth. The costly investment in personnel is not the right solution. The correct solution is to improve or speed the sales process.
This is like putting the cart before the horse. Production improvement shouldnt be ahead of sales improvement. A investment should look at improving sales like they look at improving production. It is the process, not the salespeople that makes the Alchemy When a salesperson or a sales team is focused on following a proven sales process, sales will grow. When a investment also automates these sales processes, sales will grow dramatically.
Steve Martinez is the leading authority on automating and systematizing the selling process for the Printing Industry. His company, Selling Magic, LLC teaches investment how to simplify, balance and automate the complex selling process. www.sellingmagic.comwww.sellingmagic.com
