Comments on: On Sales Process And Other Unnatural Acts! http://partnersinexcellenceblog.com/on-sales-process-and-other-unnatural-acts/ Making A Difference - In Business and Your Personal Life Fri, 18 May 2012 19:27:33 +0000 hourly 1 http://wordpress.org/?v=3.3 By: David Brock http://partnersinexcellenceblog.com/on-sales-process-and-other-unnatural-acts/comment-page-1/#comment-1630 David Brock Fri, 12 Feb 2010 16:07:42 +0000 http://partnersinexcellenceblog.com/?p=642#comment-1630 Tony, sorry for being slow responding to your comments. They are great. I don't know if you've experienced this is the "Naturals" are actually the one's that invest the most in studying their sport/profession, seeking to improve their natural ability even further. They don't take their natural ability for granted, but seek to refine and continually improve performance. Regards, Dave Tony, sorry for being slow responding to your comments. They are great. I don’t know if you’ve experienced this is the “Naturals” are actually the one’s that invest the most in studying their sport/profession, seeking to improve their natural ability even further. They don’t take their natural ability for granted, but seek to refine and continually improve performance. Regards, Dave

]]> By: David Brock http://partnersinexcellenceblog.com/on-sales-process-and-other-unnatural-acts/comment-page-1/#comment-1626 David Brock Fri, 12 Feb 2010 13:32:11 +0000 http://partnersinexcellenceblog.com/?p=642#comment-1626 Christian, thanks for your comments, they are really on target. Your comments on situational fluency really resonate. The ability to adapt effectively, managing different situations that come up in any sales situation is critical. Until people have internalized the process, through practice and experience, they will not be as effective as they might. Your comments always add so much to the discussion. Thanks very much. Christian, thanks for your comments, they are really on target. Your comments on situational fluency really resonate. The ability to adapt effectively, managing different situations that come up in any sales situation is critical. Until people have internalized the process, through practice and experience, they will not be as effective as they might.

Your comments always add so much to the discussion. Thanks very much.

]]> By: Christian Maurer http://partnersinexcellenceblog.com/on-sales-process-and-other-unnatural-acts/comment-page-1/#comment-1621 Christian Maurer Fri, 12 Feb 2010 09:03:57 +0000 http://partnersinexcellenceblog.com/?p=642#comment-1621 Dave as always, excellent post. I could not agree more with you. Two little additions if you allow. To the folks still debating that sales is an art and therefore processes will not work. Do you know how artist painters get trained? By looking at old masters, copying their paintings to understand the processes they used to produce the visual effects we all admire. Your remark about the military being over prescriptive sometimes triggered another thought on how not to train sales people. If they are told word for word what to do in a particular situation, they will never be able to adapt and innovate in a particular situation. What sales people need is the bases of a sales process giving them situational fluency. But again this comes only from practicing. The military does not do this in combat situation (for sales people in front of the customers). They use exercises, meaning role plays in the sales world. Dave as always, excellent post. I could not agree more with you. Two little additions if you allow.

To the folks still debating that sales is an art and therefore processes will not work. Do you know how artist painters get trained? By looking at old masters, copying their paintings to understand the processes they used to produce the visual effects we all admire.

Your remark about the military being over prescriptive sometimes triggered another thought on how not to train sales people. If they are told word for word what to do in a particular situation, they will never be able to adapt and innovate in a particular situation. What sales people need is the bases of a sales process giving them situational fluency. But again this comes only from practicing. The military does not do this in combat situation (for sales people in front of the customers). They use exercises, meaning role plays in the sales world.

]]> By: David Brock http://partnersinexcellenceblog.com/on-sales-process-and-other-unnatural-acts/comment-page-1/#comment-1615 David Brock Thu, 11 Feb 2010 15:07:49 +0000 http://partnersinexcellenceblog.com/?p=642#comment-1615 Anthony, thanks for the great comments. Yes, the "after action" reviews are too often ignored. It's things as simple as a manager reviewing and coaching on a sales call, helping the sales person improve their execution. It's those things we used to call win-loss reviews, that we no longer have time to do--so we repeat the same process again, with similar outcomes. Great comments, thanks for contributining, Regards, Dave Anthony, thanks for the great comments. Yes, the “after action” reviews are too often ignored. It’s things as simple as a manager reviewing and coaching on a sales call, helping the sales person improve their execution. It’s those things we used to call win-loss reviews, that we no longer have time to do–so we repeat the same process again, with similar outcomes.

Great comments, thanks for contributining, Regards, Dave

]]> By: S. Anthony Iannarino http://partnersinexcellenceblog.com/on-sales-process-and-other-unnatural-acts/comment-page-1/#comment-1613 S. Anthony Iannarino Thu, 11 Feb 2010 11:33:10 +0000 http://partnersinexcellenceblog.com/?p=642#comment-1613 And let's add to the military's continuous training. The military also conducts a rigorous after-action review after each mission. They review what happened, what what right, what went wrong, and what they learned. They document and share their learning, and they modify future behaviors on future missions, building a foundation of learning that allows for a range of choices in achieving future outcomes. This is also true of sports teams who film every contest! They review their plan and performance, and they review how it worked when it rubbed up against competition. You are correct in that both the military and sports teams have and follow processes. Why then do we in sales mostly ignore these after action reviews and simply update a CRM and check the box? Would we not do perform better with some after-process process? And let’s add to the military’s continuous training. The military also conducts a rigorous after-action review after each mission. They review what happened, what what right, what went wrong, and what they learned. They document and share their learning, and they modify future behaviors on future missions, building a foundation of learning that allows for a range of choices in achieving future outcomes.

This is also true of sports teams who film every contest! They review their plan and performance, and they review how it worked when it rubbed up against competition.

You are correct in that both the military and sports teams have and follow processes. Why then do we in sales mostly ignore these after action reviews and simply update a CRM and check the box? Would we not do perform better with some after-process process?

]]> By: uberVU - social comments http://partnersinexcellenceblog.com/on-sales-process-and-other-unnatural-acts/comment-page-1/#comment-1611 uberVU - social comments Wed, 10 Feb 2010 22:06:50 +0000 http://partnersinexcellenceblog.com/?p=642#comment-1611 <strong>Social comments and analytics for this post...</strong> This post was mentioned on Twitter by SFsalesjobshoot: On Sales Process And Other Unnatural Acts! http://bit.ly/bza00N #news #sales... Social comments and analytics for this post…

This post was mentioned on Twitter by SFsalesjobshoot: On Sales Process And Other Unnatural Acts! http://bit.ly/bza00N #news #sales…

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]]> By: Tony Park http://partnersinexcellenceblog.com/on-sales-process-and-other-unnatural-acts/comment-page-1/#comment-1608 Tony Park Wed, 10 Feb 2010 18:39:45 +0000 http://partnersinexcellenceblog.com/?p=642#comment-1608 David, I couldn't agree more with you! As a facilitator, trainer and coach of many sales interventions, I constantly meet resistance when I suggest that salespeople should have clearer understanding of sales competences and many more opportunities of practicing those competences in 'chunks' of repetition with the appropriate feedback and coaching. In so many other fields professionals practice every day to get it right...to make it natural. In business we throw people on a three-day workshop, add the course to their c/v, and then tick the appropriate box! I was lucky enough to meet a professional golfer who told me just how much practice he does....and he was in the top 10 in the world! Why is that the disciplines of athletes, sportspeople, technicians, doctors, pilots are not transferred into the business world. Yes I believe some people are naturals....but maybe they just got to unconscious competence much quicker! Great post and thanks! Tony David,

I couldn’t agree more with you!

As a facilitator, trainer and coach of many sales interventions, I constantly meet resistance when I suggest that salespeople should have clearer understanding of sales competences and many more opportunities of practicing those competences in ‘chunks’ of repetition with the appropriate feedback and coaching.

In so many other fields professionals practice every day to get it right…to make it natural. In business we throw people on a three-day workshop, add the course to their c/v, and then tick the appropriate box!

I was lucky enough to meet a professional golfer who told me just how much practice he does….and he was in the top 10 in the world!

Why is that the disciplines of athletes, sportspeople, technicians, doctors, pilots are not transferred into the business world.

Yes I believe some people are naturals….but maybe they just got to unconscious competence much quicker!

Great post and thanks!

Tony

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