The Three Little Pigs [Sales Process]

Uncategorized Apr 27, 2019

As children we were captivated by the terrifying tale of The Three Little Pigs. So when I say, I encourage you to build your sales process with bricks – you should know what I’m talking about?

The quick win mentality and short term approach to sales is a driving force behind why so many sales teams fail. Low conversion, lack of qualified leads, high staff turnover, (or contrastingly – salespeople overstaying their welcome in a passionless state) are just some of the many symptoms we find in underperforming teams.

In fact, our data tells us that in takes on average 3 years for salespeople who are coal face selling to begin to experience fatigue and burnout, as such their performance subsequently diminishes or they move on. This type of sales process is by design set up, not to scale and in simple terms get easier over time, but conversely to incrementally increase in difficulty in proportion to the time spent in the role. In short, the longer you go – the...

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