Take, for example, your sales call process and your sales cycle process. When you focus on these processes properly and consistently to provide direction on the quality and quantity of sales activities, you are instilling a certain culture. That culture is based on the particular sales behaviors that have the best chance of leading salespeople toward success. (The Action Selling system is built upon those particular behaviors.)
Therefore, these processes define what success looks like—and they define it correctly. Sales leaders who maintain this focus create a sales culture that is always moving in the right direction. Why? Because they are following the right map…
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).