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The Sales Book by Graham Yemm

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Using the sales process to deliver results

Objectives

  • To be able to use the sales process to develop the skills of your sales people
  • To understand how to use the process to improve sales forecasting
  • To recognise how to use the process to review progress with prospects and against opportunities
  • To know how to make your sales process into a Level 4, dynamic process

Understanding

The research shown in the previous chapter indicated that making your sales process an integral part of everything in the function will result in improvements in many areas of performance. To have a real Level 4 sales process requires genuine commitment from the organisation and its management, not just the sales leaders. I have worked with a number of clients who see ...

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