The Sales Archaeologist

The Greek phalanx was a fighting methodology employed by many of the Greek city-states prior to the 4th century B.C..   It was tried and tested and for centuries nobody had thought to change anything.  It had proved effective against the Persian Armies at Marathon and at Thermopylae. The soldiers practice of interlocking their shields made the phalanx almost unbreakable from the front - of course there were three other sides and they were still susceptible to other attacks like archers and cavalry.  When King Philip of Macedon (father of Alexander) re-invented the phalanx some might have thought it was overkill.

But now the army was interlocked not only side to side but also front to back. The new 24 foot pikes instead of 12 foot spears created additional protection from the air and from the front.  As the phalanx gathered momentum it was almost unstoppable and Alexander used this to conquer the world of his day.

We could liken this to refining your sales process.  Maybe it works but only when things go in a certain direction.  Maybe the steps are not interlocked properly.  Maybe as the process gathers momentum rather than getting stronger and unstoppable it gets weaker.  Is your current process more susceptible to certain obstacles?  Can you rely on your process to conquer your world?

Assessments show us that the top sales people follow a process every time.

Are you following a repeatable process on every sales opportunity?