This years hot topic among sales managers is the issue of sales process. Now, process is not a term that one associates with manufacturing, or other areas of business, much more than with sales. However that is changing fast. Sales once focused on the sales person, that is the individual that could ‘sell sand to the arabs’, or ‘ice to the eskimos’. It was a art, rather than a science, indeed a black art. However, art, even great art, is unpredictable, even unreliable – something that is very much inconsistent with meeting next quarters numbers. Terms such as ad hoc and unstructured, once traditionally associated with selling, are clearly gone out of fashion. Managers are putting how they sell under a microscope and applying a consistent and repeatable process to optimise all aspects of winning the sale
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Everybody Is Talking About Sales Process
