In Arthur Miller’s classic play, “Death of a Salesman,” Willy Loman laments that he can’t make it in the world of sales anymore. It’s changed and his old methods don’t work. In the opening of the play, his wife asks him to try the new cheese she bought because it would be a nice change, and he utters the famous line.
In trying to figure out how to increase sales, you may be resisting the change that will make it happen. Your sales have flattened and your team’s not making its targets, so you think you need more people. But the problem isn’t your people, it’s your process.
You’re looking over your sales numbers and thinking “what happened?” This isn’t where you’d expected to be at this point or maybe not even where you were last year. Whether you’re starting out new or have been operating successfully for years, it doesn’t hurt to reevaluate what you’re doing.
Sales isn’t rocket science, but it does take expertise to be effective. Look at the five elements below as ingredients for a successful sales process, and you’ll see what may need tweaking in your organization.