There are continual sales challenges: Leaving a phone message that gets returned. Fighting a price competitor. Getting past call stopper statements. Holding price under intense negotiating pressure. The list goes on and on.

The good news is that somebody in the sales force likely knows exactly how to handle each situation. The bad news is that your sales force has to rediscover these best practices on their own. The challenge is tracking down the first employees who initially have the idea, capturing their “light in a bottle,” and then immediately disseminating the techniques. The lesson?

You need a great sales best practices sharing process.

Create a process to collect sales ideas in as near real-time as possible. Build the capability to immediately distribute them to your sales force and channel partners in an interesting and engaging way. Make it convenient to review. Make it so valuable that it is “must-see TV.”

Are all of your salespeople utilizing your best practices as soon as anyone in your sales force discovers them?

Ken Cooper
Partner
www.ej4.com