The Sales Archaeologist

Lately I have had the opportunity to work with some smaller than usual companies - entrepreneurs that have some really great technology. One of the first things we try and help them with is building an effective and repeatable sales process. They are usually surprised by some of the changes they need to make but when they do - the results make it worth while. They are quick to acknowledge they need the help because it is not their area of expertise.

On the other hand when working with larger companies we often run into resistance from those in a sales leadership role - because it is their area of expertise - when we challenge their sales process. They usually think they have developed a great process even when the pipeline is bloated, numbers are off, closing ratios are horrible and their reps are frustrated.

The difference in these two circumstances should be obvious. One group, the entrepreneurs, realize they need help. The other, sales VP's and managers view help as an insult to their ego. This is interesting because they probably accept help in other areas. CRM is an example of help that is available to VP's and Managers - many would say that only an Idiot would try to manage a sales force without CRM. I would say the same about an evaluation of your sales people, your systems and your processes. Only an idiot would try to manage a sales force without a comprehensive Sales Force Evaluation.

History is full of examples where great Ideas were ignored or bad ideas pursued because of ego. Read about Pickett's Charge or Operation Market Garden for example.

If you are a CEO don't allow your sales leaders to tell you that everything is great, hunky dory and wonderful if they are just basing that on their "gut". If you are a VP or Sales Manager have a little humility and look at the help we offer as being just that - help. And if you are an open minded entrepreneur that has accepted some help  - congrats.