Recently Justin Roff-Marsh explained in an email some of the concrete outcomes that companies experience when they implement sales process engineering (SPE). Too often we get lost in the theory and the system; we lose sight of tangible results we want to achieve. Before SPE After SPE Salespeople work as craftspersons. They sell to customers, […]
From Craft-Based Selling to Team-Based Selling
What do you think is the key metric that predicts the success of salesperson? Conversion rates? Sales cycle length? Average purchase value or profit margin? Nope. It’s none of these. The metric that predicts sales success is the amount of time that a salesperson spends in meaningful selling conversations with customers. Justin Roff-Marsh reports in […]