Posts Tagged ‘management’
Do You Have a Formal Sales Process?
July 28th, 2009 | 
Author: 
As the recession wears on more and more companies are trying to find sales nirvana. The number of articles, postings, tips, tricks, and short cuts are increasing every day. But, once again, reality bites. Point-of-the-post alert!! – There are no short cuts, only hard work!!
A report released a few months ago by Dow Jones and CSO Insights on Sales Performance Optimization noted that the number of companies using a formal or dynamic sales process decreased this year. The reason they concluded that happened was that it required hard work. An astounding 63% of the companies surveyed only had a random or informal sales process in place. I hope I don’t need to tell anyone that those companies had worse sales results than the 37% with a formal or dynamic sales process.
Posted in Sales Strategies | 
Tags: customers, lead generation, management, prospecting, sales force, sales funnel, sales leads, sales pipeline, sales process, sales skills, sales techniques | 
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Customer Service Debacle
Flckr - Serene Silence
Pardon the interruption, but I need to vent. Don’t worry, I promise not to do this very often; and, this definitely has application for all of our businesses. It relates back to a recent post – Should Customer Service be a Given? – and is from a personal experience this past weekend.
It started with a call my wife took from Citibank regarding a “problem” with a credit card account. She couldn’t figure out what the lady was talking about so she did the next best thing and handed the phone off to me. I’m not really sure why she did, since she has seen me in action on these types of calls before – not always a pretty sight.
