Something that is often overlooked in both business and in sales is the importance of having strong systems and processes in place. The ultimate success of a business or sales organization will often times be determined by the processes and systems that are in place (or lack thereof). A business lacking processes will be in utter chaos, a sales organization without systems will be underachieving, and a sales person possessing neither will be either hungry or unemployed…or both!
Business should be run by systems rather than by people. Business that is dependent on individuals rather than processes is doomed for failure, and sales organizations without a proven sales process will never reach its full potential. Having a clear vision of where you want to be and how you plan on getting there is a vital piece of success in anything you do. As Stephen Covey talks about in the book 7 Habits of Highly Effective People, you should always “Begin With The End In Mind”. Know where you want to go and how you are going to get there. Don’t do so by conducting business haphazardly, use systems and processes to help you get there. Otherwise, you will end up not knowing where you are going by not knowing how to get there.
-The Sales Leader