PKF Texas – Entrepreneur’s Playbook®: Sales Process

by | May 20, 2011 | PKF Texas - The Entrepreneur's Playbook®

Note: Running Fridays in FromGregsHead.comis a continuing series of tips brought to you by Greg Price. These run Sunday evenings during the BusinessMaker’s Radio Show on KPRC 950AM. Audio files can be found on the PKF Texas – Entrepreneur’s Playbook® page of the PKF Texas website.

Most business owners have refined their operations over the past year, so how will you look to now grow your organization in the current marketplace?

Your sales team plays an integral role in your growth.  “Talking brochures” no longer work in this new environment.  Your sales team needs to be problem solvers and value creators for your clients and prospects. A key factor in the buying decision of customers is confidence in your sales team.

Look at the opportunities they are focusing on.  Are they putting their energy into the best opportunities, or are they taking as many calls as possible and hoping one or two will convert into business?  Are there opportunities that could benefit from your involvement as the leader of your company?  What additional training do they need?

Sales are the life-blood of an organization.  The sales process needs to be strong enough to work for your company, but flexible enough to change to meet the needs of your customers.

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