Trust the Sales Process. Trust Your People.

first_imgYou have to trust your sales process.You have to trust that by reverse-engineering how you have value-creating conversations, how you generate all the necessary outcomes between target and close, and how you gain the necessary commitments you need, your process provides you with the best possible chance of creating and winning an opportunity.When you decide to skip some of those conversations, forego the outcomes you need, and fail to gain the necessary commitments, you are decreasing the likelihood of winning that opportunity. And you are selling poorly.Trust the ProcessIf the sales leadership team doesn’t trust the process, neither will the sales force. If you are a sales leader and you don’t strongly commit to the process, neither will your team. If you install a process and aren’t engaged in ensuring that process is working, then you will never trust the process, and neither will your managers, nor will your sales force.You have to trust that the process outlines the best and most likely path from target to close.You have to trust that the outcomes that are necessary at each stage are the right outcomes, and that they create value for your prospective clients and position you to win.You have to trust that the commitments you need as you move along the path are the right commitments.If you don’t trust that the process is the right process or that it is going to position you to sell effectively, win or lose, change the process. But not enforcing the process is the same as not having a process. Without a process, you are effectively allowing your sales force to wing it and hope for the best.Trust Your PeopleYou also have to trust your people.A sales process is a roadmap. It doesn’t constrain the salesperson’s resourcefulness or their creativity. Like any map, there are times when it doesn’t resemble the terrain, and the salesperson must call on their initiative and creativity to move things forward.There is no end to the need for creativity when it comes to achieving the outcomes the process dictates, for collaborating with your dream client around the right solution, or for developing powerful questions and dialogue that move deals forward. But all of that exists inside the framework of the sales process.You can only trust your people to be creative within the framework of the process if you actually trust the process. Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Nowlast_img read more

NGT bans camping activities within 100 m of Ganga in Uttarakhand

first_imgThe National Green Tribunal (NGT) on Thursday ordered a ban on camping activities within 100 metres of the Ganga. A Bench headed by chairperson Swatanter Kumar said the ban will be imposed from Kaudiyala to Rishikesh in Uttarakhand.There are 33 beaches along the Ganga.Activist Vikrant Tongad had moved the NGT against camping along the river. He had contended that camping and river rafting, when done without any regulations, would disturb the environment.He highlighted that people who had camped along the river disposed of waste in the river and also left behind glass and plastic bottles on the banks.last_img read more

Probe ordered into Assam SP’s assault on magistrate

first_imgAssam Chief Minister Sarbananda Sonowal on Saturday ordered a probe into a case of a superintendent of police allegedly assaulting a magistrate. Mr Sonowal has directed the Commissioner of Lower (western) Assam Division to initiate the inquiry and submit a report within September 25. A CCTV footage, released by RTI activist Dulal Bora on Friday, showed Kokrajhar SP Rajen Singh allegedly dragging the district’s Extra Assistant Commissioner Sailen Das out of a hotel and assaulting him.The two reportedly got into a heated argument at a party attended by many senior officers of Kokrajhar district. The SP allegedly slapped the magistrate in front of many employees in the parking area. The release of the video almost coincided with a case filed against a sub-inspector and some constables for allegedly assaulting the members of a Muslim family in western Assam’s Barpeta district. One of the victims was a pregnant woman who allegedly suffered a miscarriage.Barpeta district’s SP Robin Kumar said the case was registered based on the complaint against sub-inspector Binod Choudhury and others. The police from the adjoining Chirang district had followed up a case of abduction of a 15-year-old Muslim girl by one Shahidul Ali of Barpeta Road town. The police did not find him but allegedly assaulted his brother Rohis Ali, a driver, and other members of his family.Sahidul Ali is believed to be absconding along with the girl he is said to have abducted.A few days ago, a policeman and a policewoman in Darrang district were suspended for allegedly stripping and assaulting three sisters of a married Muslim man who was accused of having abducted a Hindu girl.last_img read more