Have you ever noticed that high-performing sales teams have a significant trait in common? They all have accountability to a defined sales process.
A defined sales process cuts down on margin erosion, increases speed to market and increases the probability of the win. Sales methodology, on the other hand, reflects personal selling styles, behaviors and activities.
Too often we confuse the two, and that’s not good for business.
Solomon Coyle Principal Paul Holland will lead a NeoCon 2017 seminar designed to help participants understand key distinctions between sales process and sales methodology and apply both business disciplines to optimal advantage in their dealership's sales efforts.
Paul will provide an overview of the contemporary dealer sales process, with a review of current trends in the field. You will learn to distinguish sales process from sales methodology to gain clarity about the difference and why it matters. You will encounter best practices in both disciplines, as well as gain an understanding of how to use both process and methodology to drive performance.
This seminar is an Intermediate-level offering in the NeoCon 2017 Dealer Strategies (DS) educational track. Visit the NeoCon website for complete seminar information. A reduced fee is available when you register online by June 9.
Look for SALES PROCESS VERSUS SALES METHODOLOGY: MAXIMIZING YOUR SALES EFFORT [M125].
Sales Process Solutions
Solomon Coyle advocates for a sales management approach that will support business growth by helping the dealer create both a selling organization and a culture of accountability.
If you would like to discuss your dealership's current sales effectiveness and potential new directions through process-driven sales management, please leave word through our website or contact Paul Holland directly.