The primary role of all sales leaders is to deliver profitable revenue to the company. To be a great sales leader, therefore, you must focus on how that can best be done. If you want your sales team to function as a well-oiled machine for producing revenue and great margins, you need to do a great job of creating an environment for success.

In other words, you need to create a great sales culture. To do that, you have to put the people and processes in place to produce enough revenue and profit margin to achieve the goals set in front of you. The key word there is “processes.”

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. Just like Total Quality Management (TQM), Six Sigma, Kaizen, or any other continuous-improvement methodology, the Action Selling Leadership Process is a set of linked actions designed to function within an overall sales-improvement system. Here’s what it looks like…

Duane Sparks - TQM for Sales Leadership? Yes!


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).