If you were required to certify your sales process to be listed as a sales manager, could you? If you are like me, you have followed or taught so called proven sales processes. Each of them can be proven to work or proven to fail. The failure point usually arrives when the steps of the process are not followed. Although, Im not sure who would be the certification agency for a certified sales process or what the agency would be looking for, Im sure the criteria would be something like the next statement.

A Certified Sales Process is a sequence of linked measurable sales activities that when followed results in an 80% success ratio of a sale.

So, here is the question, could your current sales process be confirmed as a Certified Sales Process because it meets the criteria listed above? If so, how do you measure the metrics for your success ratio?

When you ask salespeople what their sales process is, do you get a wide range of answers. Most salespeople do not have one they can recite or tell us how many sales steps there are in their sales process. Instead, we are usually met with a recital of activities but not a specific plan or sequence of these sales activities toward an objective. This is a problem because every salesperson should identify with a concrete sales process, one that can be repeated over and over again with similar successful results.

Salespeople need a concrete sales process they can measure follow and stick to. If they dont have one, and management doesnt have one, how can anyone measure or manage for results? The answer is - nobody can.

The solution to this dilemma is to put the sales process on paper and map out the sequence of sales activities and create a systematic sales process that successful sales follow. It is best to use flow chart symbols to identify where sales actions must be taken and when activities can be automated. The timing of these activities is also important. Once this is on paper, a visual imprint of the process can be created and distributed for a sales team to follow. If your sales plan has a lot of steps, it is recommended to break down the event sequences into modules and create the actions or activities for each module. The results of this exercise will be a sales process YOU can certify for your organization.

Steve Martinez

My name is Steve Martinez and I started this business development company to eliminate sales failure. I have spent the last few decades honing my experience as a National Sales Manager, Sales Trainer, Mentor and Author of Selling. This history provides the depth of my experience and value to you as a client in the Business to Business marketplace.

I am proud to say that our innovative sales management strategies are revolutionizing sales for business to business companies. My clients are taught the advantage of building long term profitable relationships using his customized sales action plans. The results are nothing short of magical. Salespeople are able to perform twice, three times and, in some cases, ten times what they used to do before. Sales Managers enjoy the Selling Magic system as they more effectively manage and forecast sales.

I am not new to sales management, technology and sales workflow. I bring 25 years of business management consulting experience. I have been fortunate to have traveled the United States as a National Sales Manager, National Account Executive where I learned the real world lessons of sales. I've also worked for franchise organizations leading sales to a network of over 700 salespeople.

I wish I could say that sales success came easy. It didn't! I had to work at selling and learn the tough lessons. fortunately, this made me stronger and wiser. Through my experience I learned why businesses fail and why salespeople struggle in sales.

I enjoy applying these valuable lessons, focusing on teaching others how to increase sales, become more profitable using technology and following the best practices of Customer Relationship Management.

Our clients tell us, Selling Magic is a logical choice. It provides advanced business development strategies. We are certified members of the Cargill Consulting Group and the Mastermind Consulting Group. Selling Magic delivers sales management and Customer Relationship Building solutions with a suite of consulting services designed to enhance your business.

Steve is an accomplished speaker and writer for business development projects. Sales Automation, Sales Coaching and E-Marketing are his primary projects in business development.

We invite you to discover the Selling Magic approach to sales management and how Selling Magic can help you "out wit, out smart and out last, your competition."