Let me ask you a question.
Are you a senior leader at an organization where you look at your current sales
processes?
And you think to yourself that we could be doing a lot better?
My name is Marc Wayshak and I have been working for years with organizations on
developing a customized sales process specific for what their sales people are
doing out on the street and typically organizations are coming to me when
they're facing one of a few key issues.
One is that their sales reps are all basically out there selling in different
ways.
But with varying results another issue that we see is that the can sales training
methodologies that are out there some of which are great some of which are less
than great.
But no matter what they simply often don't fit the exact world of what the Reps are
actually out there doing based on their offering and Leslie.
We see a lot of organizations come to us when their companies.
Those clothes rates simply aren't where they should be given what we all expect is
a really good product or service Market fit.
And so in this short video, I'm going to walk you through the key steps that we
take as an organization to help our clients create this customized sales
process and quite frankly, even if you're just an individual rep, you can still be
using these same ideas to leverage a.
All says that is specific to what you are doing out on the street.
Check it out.
Number one identify the core value proposition this feels like some real
basic blocking and tackling but it's actually Sookie.
What do you or do your reps say when someone says why should I do business with
you?
Is there a consistent approach?
Is there a consistent way of approaching?
Why should someone do business with you?
I'm not talking about what you have written on your website or what you have
is marketing.
Jargon.
I'm talking about what doing sales reps actually say when confronted with the
question of why should I do business with you?
This is not really actually a very simple question to answer because we have to do a
few things one is of course, we have to say something that is consistent.
But we also have to say something that's not just like what everyone else out there
is saying so it has to come to a place where we are.
Exactly.
What is the value that you as an organization bring to your clients and say
that in a way that's not just some cheesy old school.
Yeah, we have the best service people love us.
We've been around for 200 years all of that stuff that every single organization
is out there saying really get to the heart of the matter.
So identifying this first step is so key because everything is build on that basic
core value proposition.
Were to map out the key steps of sales top performers so often when organizations
come to me, they say, you know, we really want to bring in a sales process, but
they're often looking for the solutions outside of the organization, but so often
some of the.
Ideas, the best practices are actually already happening within within the
organization right now.
And so what we do as a firm is we start to assess exactly what top sales performers
in your organization are actually doing that is working compared to what the
average reps are doing.
And again, if you're a individual producing rep identify who are those top
performers and start to model what they're.
We're doing as a firm is we're really breaking down on a scientific level
exactly what they're doing key steps at each place and then we're building
framework around that because often sales top performers.
Don't really know what they're doing.
Right if you ask a great athlete, how do you hit that bad?
Right.
They just kind of say oh, you know I get up and I do my little dance and I hit the
ball and it's often the same thing with sales chart performance don't really know.
They're not the best to articulate what they're actually doing.
So what we're doing is really breaking down on a nuclear level really what
they're doing step by step by step number three script out sales tactics and
strategies.
It's amazing how much pushback we always get from Individual sales people on oh,
you know, I don't use a script.
I don't need a script.
Let's just kind of keep it fast and loose yet.
If you look at top performers, they so often are doing the exact same thing over
and over and.
Over again and so what we're often doing as an organization is scripting out
exactly what those sales tactics and strategies actually look like so that way
when you bring in a new person to your organization or someone who's maybe
struggling a bit and we want to move them up in terms of their selling ability.
We are providing them with the exact Playbook that if they follow this they
will we can't say will achieve the same exact results, of course as a top
performer, but they weren't least significant.
Improve what they're doing and at the same time they're going to be doing a sales
process.
That's really much more consistent with what the broader organization is actually
doing number for introduce the methodology to management for train the.
This is really important for us and so often people are really hot to trot.
And actually we've got this amazing sales methodology.
Now.
Let's just bring it out to the masses get out to the sales organization.
What we find is that we really want to get buy-in and at the same time we want to
really train the management level the sales management level on how to really
Implement these sales tactics and let's face it most sales managers are still
active in the sales process very.
So for them to go through this process is both going to raise their game, but it's
also setting them up to be the ones that are really introducing the new sales
methodology to the broader sales organization buying from that mid level of
management is everything because I can't tell you how many times we have
organizations that come to us and then like, oh, yeah, we rolled out this whole
sales process and no one's really using it right.
It's just sitting there collecting dust and a big part of that.
Because they went straight from developing the process and just brought it right out
to the salespeople rather than taking that step to really get buy-in from those sales
managers and getting them empowering them to ultimately train.
The sales people on the ground floor.
That's why we call it train the trainer teaching them exactly how to do it number
five launch to the broader sales organization with structured modules.
This is really important to us.
We're all about creating a structured approach when actually rolling out a sales
process and this is really important that we truly think about it in a way that is
systematic and really allows organizations to present it to.
Wraps in a very repeatable consistent way and of course nowadays with the world of
online training.
It's so easy to module eyes a simple sales process and bring that out to the sales
organization.
Now, of course, there's going to be in a lot of cases live sales training where the
managers are going to be introducing this and maybe folks like us are actually also
doing some of the training but what we really want is to also have online sales
training modules.
Can really reinforce this process both for people who are already at the organization
and for new people that are coming into the organization.
So that way the process is really consistent and structured throughout and
again, this doesn't have to mean some huge massive undertaking of you know, 300 hours
of modules, but instead a simple process that lays out exactly what each step of
the sales process actually looks like so.
Here are the five steps to building a custom sales process for your
organization.
I want to hear from you.
If you're a senior leader at a sales organization with over about a hundred
salespeople, we would as an organization love to do a complimentary sales process
audit where we will have a conversation with you and we will talk to some folks in
your organization to really understand where your organization is right now from
a sales process perspective.
Now you may be super sophisticated or you may be saying hey, we've really got no
process whatsoever yet.
There are probably right now some existing sales assets that we can pull from to
create that customized sales process.
And so that's what doing.
This audit is all about.
So simply click on the link below this video and you can register to get a
complimentary sales process audit again, if you're a senior sales leader at an
organization with over about a hundred sales.
With love to begin that process for you.