In a discussion with my mentor and SLMA Board Member Michael Alexander (PrivateTrustees.com) we discussed how many companies lack a real sales process definition and he said, "If you can’t describe your company’s sales process you don’t have a business you have a lottery!"
Alexander also believes, "Ask someone to describe their business and they will describe their manufacturing not sales." He reminded me that companies should review the marketing and sales process to the same degree as they review and improve manufacturing. Everyone does a high five, he says, when manufacturing improves its efficiency by a point or two and yet marketing and sales run fast and loose with few serious measurements in place.
It was an interesting session. --Jim Obermayer
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