What Automotive Technology Can Teach us About Sales Process

Posted by Dave Kurlan on Fri, May 20, 2011 @ 08:05 AM


seatbeltsAre you old enough to remember driving cars that didn't have seat belts?  Prior to seat belts you probably felt quite safe in your car; but how do you feel today if you are driving and your seat belt isn't secure?

Are you old enough to remember driving cars prior to cell phones?  Prior to being constantly connected by mobile phones you felt plenty safe in your car but how do you feel today if you are driving and you don't have your phone with you or the battery dies?

I could continue - anti-lock brakes, all-wheel drive, traction control, power steering, etc.  We don't feel unsafe until we have experienced the enhanced safety of those features and then suddenly lose them.

Selling works in much the same way...

According to Objective Management Group's data on more than 8,500 companies that have evaluated their sales forces, 91% do not have an effective sales process - if they have one at all.  

On the other side of the coin, the companies possessing an optimized, formal, structured sales process that everyone follows experience tremendous security in having a proven process in place. They know that if they do what they're supposed to do, the results will be there.  An effective process yields consistent, predictive results, which translate to revenue and profit.  If you took their processes away, they would feel unsafe, out of control, and at risk.  LIke the picture above, the chances of an opportunity crashing increase dramatically!

Much like the automobile drivers of decades past, the salespeople in companies lacking a formal, structured sales process don't know what they don't know.  They aren't aware that they aren't as safe as those with the process.  They don't know they are out of control and at risk every time they conduct a sales meeting or call.

As with cars, the sales technology is there and it's been there for a while.  And as with cars, you can have a mechanic look under the hood of your sales force or you can upgrade your sales force.  And as with cars, you probably shouldn't try doing this yourself!

Topics: Dave Kurlan, sales process, sales management, Selling System

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016 and this one for 2017. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales & Marketing Awards 2017 - Article/Post - Gold
 Top Sales & Marketing Awards 2017 - Assessment Tool - Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

2018 Top 50 Sales & Marketing Blogs Widget

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader