Off the Cuff Instant Interview Question: What would you say is the key to creating a sales process that will scale well?
The old saying goes, a good lawyer never asks a question he doesn’t know the answer to…think of a sales process in the same manner. It is imperative to document all your steps and have them clearly defined so that the sales rep can be fully engaged in the conversation but still know where it is headed. Scaling that is all about ensuring there is local language that everyone is fully aware of and all steps are visually depicted.
Once that is done, a consistent effort must be made to continually update the ideal client profiles and all the messaging in the scripts and communication. Special attention must be paid toward the culture… If a winning culture is not continuously fought for, complacency can set in quickly.
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