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 - The Nine Acts of Sales Leadership


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).