“A dependence upon experienced salespeople’s ability to ‘wing it’ while attempting to lead by example sets everyone up for an eventual burnout.”
Las Vegas, NV (PRWEB) January 31, 2014
Janek Performance Group today released Design and Execute a Dynamite Sales Process in Just 5 Steps, a complimentary eBook featuring insight from Janek’s managing partners, Nick Kane and Justin Zappulla, on the most efficient way for sales organizations to frame the way their sales team operates.
“A key takeaway [from the eBook] is the notion that operating in today’s marketplace without a formal sales process in place puts your organization at a significant disadvantage,” said contributor, Nick Kane. “A dependence upon experienced salespeople’s ability to ‘wing it’ while attempting to lead by example sets everyone up for an eventual burnout.”
According to research conducted by CSO Insights, the level of formality in a company’s sales process correlates directly with percentage of revenue attainment.
In the eBook, the five steps to designing and implementing the sales process include:
First Step - Consider your customer’s buying process and create the right relationship.
Second Step - Measure the right things. Make sense of it.
Third Step - Processes don’t sell; people do.
Fourth Step - CRM should be a tool, not a driver.
Fifth Step - K.I.S.S. & Test
“The book starts by focusing on the customer’s buying process because that is where every effective sales process should begin – with the customer,” said contributor Justin Zappulla. “The sooner sales organizations realize that their sales process should be centered around the customer and not the sales team, that’s when change and progress can be measured.”
Read the eBook here: http://bit.ly/Lp0hK2
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About Janek Performance Group
Janek Performance Group, in Las Vegas, Nevada, is an industry leader in sales performance solutions. At its core, Janek Performance Group is a forward-thinking research company, focused on the continual improvement of sales effectiveness and performance across a variety of industries and selling environments. As sales consultants and thought leaders Janek strives to stay at the forefront of what truly works for top sales performers in today’s competitive marketplace. It is this combination of ongoing research and identified best practices that drive the development of world-class sales training courses and consulting processes.
Janek works with a broad range of clients in a variety of industries to provide the resources, expertise, training and consulting services to address today’s toughest sales challenges. For more information, contact Janek Performance Group at 800.979.0079.