Here's my attempt at a short and pithy blog.
Most sales managers look for sales training that teaches tactics and techniques. The good news is:
- there is no shortage of sales tactics and techniques,
- there is no shortage of people willing to teach them,
- ...and they certainly work.
In any endeavour:
1 gram of vision = 1 ton of strategy,
1 gram of strategy = 1 ton of tactics,
1 gram of action (applied tactics) = 10 tons of theory,
Vision, Strategy, or Tactics?
It's not which of these that is most valuable that's critical. It's the order that you do these things, that is critically important. Vision then strategy and then tactics ...and forget about picking your supporting theory until you need to explain the results!
1 gram of appropriate tactics implementing the correct strategy to meet your vision = tons of sales.
So is it short and pithy so far?
Well,...perhaps just confusing.
What am I saying?
Your first action should be to create your vision. To be useful your vision can't be vague and amorphous it needs to be detailed, tactile and vivid to you. Having created and shared your vision, then choose your strategy to get there.
Your strategy will dictate your tactics. In fact once you have determined your strategy, many of the best tactics will be self evident.
An effective internal sales programme for your organisation should include creating, defining and sharing a vision and the development of an effective sales strategy with your sales team. An effective sales development training program for your team should assist you with each step of this.
Please use the comments option below to add your recommendations or make comment on this framework.
Liam Venter: Author of the popular sales training manual
'The Consultative Sales Professional'
You can obtain a copy here