Comments on: A Great Sales Process – Elegant In Its Simplicity, Natural In Execution

By: David Brock

David Brock — Wed, 26 Jan 2011 14:15:43 +0000

Great comment Mohamed! The only way to develop the sales process is with the deep engagement of the sales people—leveraging their experience, using them to understand best practice. In every case where the sales process has been developed without the sales people–it always fails. Less because of sales person resistance, but more because it’s a bad process, it doesn’t reflect reality.

Thanks for joining the discussion and adding this insight! I reall appreciate it!

By: Mohamed Saad

Mohamed Saad — Wed, 26 Jan 2011 12:49:32 +0000

Dave, great post reply…i did actually enjoy reading both the post anf your reply…once sentence you said that got me thinking in your reply to Dave Stien “The very best sales professionals I have met always have a process—it may be their private processs, but each of them can define precisely the steps and actions they go through to be successful” you just made a great point that often goes unnoticed which is the awareness of the process..but not just the awareness more important the believe of its value and benefits….the very basic hate to follow blindly…one thing that i consider a main reason why sales process is not followed (regradless of its quality) is that it is de-coupled from the people who should execute it..for two main reason (all i can think of now but i am sure there is more):
-The sales process is usually created without the involvement of the sales person who should execute it and who is in a position to add value given his field expereince and daily exposure with customers.
-The sales process does not take in consideration the very own characteristics, qualitiles and skills of the sales people who should execute it(some people are naturally not process based)

when i had a look at Dave’s list of execuses you can to some extent feel they are the outcome of not being able to either inderstand it or believe in it….which leads to me conclusion that the very process of creating a sales process should pretty much be couple with the people who will execute it to ensure the very people can deliver and at the same time make them a key input for creating it

By: David Brock

David Brock — Fri, 13 Aug 2010 18:10:08 +0000

Gary, great quotes and reminders!

By: Gary S. Hart

Gary S. Hart — Wed, 11 Aug 2010 21:16:33 +0000

David, your thoughts on simple elegance are simply elegant. It is a rare occasion when something is elegant and complex. Two of my favorite quotes on the topic are Albert Einstein’s:

“Make everything as simple as possible, but not simpler.”

“Any fool can make things bigger and more complex[.] It takes a touch of genius-and a lot of courage-to move in the opposite direction.”

By: On Sales Process And Other Unnatural Acts! | Partners in EXCELLENCE Blog -- Making A Difference

Wed, 10 Feb 2010 17:38:34 +0000

[...] too complicated, soemtimes we let our excuses deter us from execution. I’ve written before, Sales Process: Elegant In It’s Simplicity, Natural In It’s Execution. Additionally, a must read on this topic is Geoff Colvin’s: Talent Is Overrated! Share [...]

By: Thinking Outside the (Check)Box

Thinking Outside the (Check)Box — Sat, 12 Dec 2009 23:18:43 +0000

[...] a post titled But We Have a Sales Process. As the comments piled up, he added another post titled A Great Sales Process – Elegant In Its Simplicity, Natural in Execution. As I am more and more committed my sales process agnosticism, I couldn’t resist a response, [...]

By: David Brock

David Brock — Mon, 07 Dec 2009 15:21:20 +0000

Barbara, thanks for the nice comment. KISS is a great principle, not only for our sales process but for about all we do. Thanks for the note and for following my blog!

By: Barbara Manley

Barbara Manley — Mon, 07 Dec 2009 15:10:00 +0000

David – I have enjoyed reading both your blog and Dave Stein’s blog about sales process. Your comments here, especially ring true. I have also worked with many organizations and marvel at how often there are 8, 10, 12 steps in the sales process that seem only to have confused everybody. The KISS (Keep It Simple, Stupid) definitely apply.

By: Zebu Blog » 3 Steps to Selling Better Today

Zebu Blog » 3 Steps to Selling Better Today — Mon, 07 Dec 2009 04:49:38 +0000

[...] Brock, in his blog Partners in Excellence, recently spoke of the need for a simple sales process, one that we’d actually follow. Many companies that we work with at Zebu, have a sales process in [...]

By: uberVU - social comments

uberVU - social comments — Thu, 03 Dec 2009 00:27:27 +0000

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