SPE – Sales Process Engineering

“Biggest Misconception” - Most businesses think adding salespeople is what grows revenue.  However, the root issue is not on growing the team, but on lead generation that allows salespeople to what they are good at; namely selling.  Salespeople do not cause customer acquisition growth, they fulfil it.

One of the biggest productivity killers is lumping together a mix of different responsibilities (such as raw web lead qualification, cold prospecting, closing, and account management) into one general “sales” role.

You must specialise your sales teams and build them into a sales machine. Under this new approach, sales becomes the consequence of a number of interrelated processes—rather than the output of a person. Salespeople become a component in a much larger machine.

I help companies implement this strategy to ensure they reach sales targets.