So, you're considering a sales process or have already taken the plunge. Far too many training initiatives wind up being an event, or a "program du jour", and they die on the vine. To avoid this, companies that have achieved a significant return on their investment in a standardized sales process prepared for what needed to happen AFTER the training session. Let's focus on what is needed to ensure that your process is successfully implemented and reinforced. I've also come across a few "cool tools" to simplify your efforts.

Begin with the End in Mind
One of Steven Covey's seven habits for highly effective people is to, "Begin with the end in mind." Few would argue that a winning sales team is a critical component of successful companies. Winning sales teams don't just happen. They must be developed. Yet, many companies are in a fog as to how to do this. So, let's visualize what a winning team looks like, then figure out how to successfully navigate our way there. I've even come across a couple of "cool tools" that can make this journey a lot easier.

It's relatively easy to visualize a winning football team. You i) start with talented athletes (ability), ii) provide the playbook (process), gear (tools), and coaching, iii) track and analyze their performance, and iv) refine the process to develop each player beyond their individual abilities. Make sense? Now let's look at a winning sales team. I assume that most companies try to hire talented salespeople. But then what? Are you providing a sales process and sales tools to help them perform? Are you able to coach them based on their individual needs? Can you accurately predict your team's results? If not, read on.

According to the 2004 Sales Effectiveness Survey from CSO Insights, 58% of companies do not have a standardized sales process in place. Perhaps that's why more than 50% of salespeople didn't make quota in 2004, which is the poorest performance in 10 years. You wouldn't take a group of talented athletes, throw them out onto the field, and simply tell them to "get out there and win!" So why do so many companies take a group of salespeople, even experienced ones, throw them out into the field, and simply tell them to "get out there and sell!"

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