Reviewing your sales process

Do you get your car serviced every year?

Do you get your boiler / heating serviced?

We do these things to prevent problems from occurring because when they do occur, the fix is usually much more expensive than the service.

So, how often do you review your work processes?

Are you still doing the same things that you have always done?

If you are doing the things that you have always done and the world has not changed, then you are probably getting the same results.  This may be fine in which case, you probably do not need to read the rest of this article.

However, the world is changing and if you are still doing what you have always done, then the chances are that you are getting different results.  Again, these may be fine.  However, there is a reasonable chance that they are not.

There are times when you need to take a step back and think about what you are doing and more importantly, why you are doing those things.  You need to look at your various activities and determine if they are resulting in the outcomes that you need.

Quite often, it helps to have an outsider help you with this process.  They come with different ideas and experiences and ask questions, particularly, “Why are you doing that?”

Getting outside help to review your sales process is definitely an advantage.  When you are focussed on delivering the revenue that your company needs, it can be difficult to stop and think.  Spending time with an outside consultant to review your activities will force you to stop.  You may continue doing many of the same things but sometimes a small tweak along the way can make an enormous difference to your outcomes.

By reviewing your sales process, you can be confident that you are maximising your efforts for the benefit of your company or can identify ways of changing such that you can improve your performance. 

A small change today can deliver lots of revenue tomorrow!