Don’t Blame Your People, Blame Your Sales Process
We all want things to run smoothly and work as they should. Far too often, however, when something goes wrong, the first place managers look is at the people responsible for delivering the goods. We do this even when these same people have performed just fine in the past. It may seem reasonable that when something goes wrong you turn to the people responsible. However, you have to wonder—why is it that so many of your people have “gone bad” all at the same time?Why is it that so many of your people have “gone bad” all at the same time? Click To Tweet
This management knee-jerk reaction is particularly prevalent in sales, as many managers and their employees can attest. Many salespeople who previously performed just fine suddenly end up under performing or making mistakes they shouldn’t. The reaction of management is to hound these people, monitor them more closely than ever, and get on their case to ensure they get back on track—quickly.The problem lies within your sales process (or lack of one). Click To Tweet
In my experience, the problem often isn’t with the people on your team. Instead, the problem lies within your sales process (or lack of one). A defective or poorly designed process will yield less than satisfactory results, even if you have great people!
Replacing people as the first response to an under performing team is not a practical solution; it’s more costly and difficult than improving your sales process. An improved sales process can benefit all your salespeople and improve the entire team, not just a single person. It keeps things running the way that they should and ensures that you will have consistent, predictable growth and revenue.An improved sales process can benefit all your salespeople and improve the entire team, not just a single person. Click To Tweet
The next time things are not going the way they are supposed to, use some of the tools and tips from the Lean Selling Book or from this blog to help find a way to a better place. Take a critical look at your processes first before looking anywhere else. It may very well be that that is where the source of your problem lies.
About: Robert J. Pryor is a CEO, author, speaker, educator on cutting-edge sales processes, and community builder for Lean Selling. His new book is Lean Selling: How to Slash Your Sales Cycle and Drive Profitable, Predictable Revenue Growth by Giving Buyers What They Really Want. Follow on Twitter @LeanSelling.