NABC, Inc. Creating a Total Selling Organization

Sales Management: Make a Commitment to Continuous Improvement

It is axiomatic in any endeavor that we must practice to make perfect, the problem with most of us is we don’t know what needs to be improved or how to improve it.

So it is with most sales professionals.

To overcome this natural tendency NABC recommends four simple steps:

Assessment +Training +Accountability = Continuous Improvement

1.       Get an unbiased third party or an assessment tool to diagnosis areas of improvement.

2.       Establish standardized training methods to address the concern.

3.       Make sales professionals accountable to employ new methods.

4.       Measure results for continuous improvement.

Sales professionals are more likely to follow management’s lead if senior management demonstrates commitment to continuous improvement and establishes the ongoing training and accountability process to make it stick.

Integrating these steps routinely in sales meetings will underscore management’s commitment.  www.nealabc.com