If you want to improve your company’s sales culture, you must first understand this: The sales function is a series of processes. Likewise, sales leadership depends on a series of processes. There is a reason why “process” is a key word in continuous-improvement methodologies such as TQM, Six Sigma, and Kaizen.

If you can’t describe what you are doing as a process, you don’t understand what you’re doing.

A process is a set of linked actions that are taken to create a desired outcome. When it comes to the sales leadership process, our desired outcome is profitable revenue. The Action Selling Leadership Process is a set of linked actions designed to function within an overall sales-improvement system. As I have shown in the latest series of eCoach postings, we can graph it to look like this…

Duane Sparks

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).