Skip to main content
| Sandler | Southern Counties
 

This website uses cookies to offer you a better browsing experience.
You can learn more by clicking here

Maybe it’s the Engineer in me, maybe it’s a bit of an obsessive/compulsive thing going on but I have a tendency to approach just about everything I do systematically. I have a system for mowing the grass, perfected over many years as a kid, I have a system for washing the car, one I might add that has been favourably commented on, so not only do I know it works somebody else had given me the OK to believe it as well.

After 20 odd years in sales I had some things I believed worked but curiously I never developed a system.

Many of the people we meet in sales want to believe it’s not required.  You need to go with the flow, after all every prospect is different!

Yet professionals such as doctors and dentists employ systems to diagnose your complaint, they are not just making it up as they go along. As a patient you don’t know what it is, so you never see it. Others such as Consultants, public speakers, PR experts, top sports people all have systems which they continually refine and rehearse in order to achieve optimal performance.

When it comes to sales it is precisely because each prospect is different that it is valuable to have a system.

I recommend that my clients use various systems for: candidate recruitment/selection, new hire on-boarding, marketing/prospecting, selling, coaching and development. Systems and processes are critical in training and managing people too. You can't hold a salesperson accountable for a task unless you've explained what it is that he or she needs to be doing. My clients can't evaluate that the training I've provided is working unless they've got a process to follow and test.

Bottom Line: Studies show that people adopting a selling system achieve in the order of 30% better results than those that don’t. If you don’t have one, get one.

If your system provides reliable results, proliferate it through the rest of your organisation.

Twitter  LinkedIn

Tags: 

Make a comment

Share this article: