{"id":7990,"date":"2011-11-15T17:42:37","date_gmt":"2011-11-15T17:42:37","guid":{"rendered":"http:\/\/www.matthew-j-smith.com\/?p=7990"},"modified":"2014-10-01T17:43:41","modified_gmt":"2014-10-01T17:43:41","slug":"to-improve-sales-results-where-is-the-best-place-to-start","status":"publish","type":"post","link":"https:\/\/www.matthew-j-smith.com\/?p=7990","title":{"rendered":"To Improve Sales Results Where is the Best Place to Start?"},"content":{"rendered":"

Consider the following situation.\u00a0 You are the newly Chief Sales Officer for a company with a major need to jump start sales.\u00a0\u00a0 Everything seems broken, in need of attention or glaringly absent.\u00a0 The sales team is all over the place, process is non-existent, lead gen isn’t happening anywhere and no one believes anything that comes out of Salesforce.com.\u00a0 Congratulations!\u00a0 That’s why they hired you.\u00a0\u00a0 So where do you start when everything needs fixing?\u00a0 (As they say in Texas…<\/em>)<\/p>\n

One Word: Process<\/strong><\/h2>\n

Here’s why process has to come first.\u00a0 A well-defined, logical sales process fixes many of the ills that are impacting sales performance.\u00a0 In fact, many of those problems are symptoms of no process.\u00a0\u00a0 Sales process makes so many important things clear to the sales team and every person and function that supports and interacts with them.\u00a0 Here are just a few of the benefits:<\/p>\n