Archive for April, 2009

To improve sales results, you need to accurately/objectively measure progress – or performance. The only reliable way to do this is to convert what most salespeople practice as the art of selling into the science of producing an order, or Sales Performance Quality Assurance™.

Sales call reports are only subjective records of events. They are not an objective way to measure progress. The only accurate and reliable measurement method (and a QA requirement) is one that requires a little work to set up, but is easier and more effective to use. It is also one that enables continuous improvement (another QA requirement). This better method is to create a Process List or Bill of Materials for assembling a sales order.

This format makes it easy to collect and document all the desired information. It also reveals the degree of completion – which is a work-in-process inventory. A Process List is sales promotion support that brings a high return on investment.

To learn how to organize sales as a production process, ask for Knotes & Comments 201: “You Can Achieve Profitable Growth . . . .” For information on achieving measurability, ask for Knotes & Comments 202: “Establishing Measurability to Obtain Manageability.”