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Sales Best Practices Shouldn’t Be Kept Secret
By, Nick Moreno
Why is Bob so successful while the other reps are struggling to get an order? The problem is that even Bob probably doesn’t have the answer. In sales, we always ask what went wrong when we lose an order. You know all about those Lost Order Reports. When was the last time you analyzed what went right when you won an order? Let’s spend some time discussing sales best practices.
Why Sales Best Practices Must Be Studied
I worked in one sales organization that used the term “Post Mortem” to describe Lost Order reports. Most of these reports were written by the salesperson that lost the order and these reports were always useless and full of bologna. Not once did a salesperson write, “I got outsold”, yet we all know that is exactly what happens when an order was lost. Yes, there are obstacles but we earn our money by overcoming those obstacles. That why I started studying the best practices of success salespeople.
How To Collect Sales Best Practices
I prefer “Debriefing” instead of lost order reporting and “post mortem”. Debriefing is more inclusive and should be done after every sale, won or lost. You learn a lot more from a win than a loss. Studying “wins” allows you to build a library of sales best practices and that’s a great way to collect sales best practices. I spent my entire career studying “wins” and understanding the sales best practices of the top sales professionals. The focus should be the duplication of success and that focus is incorporated in all mysales training programs. You should also focus on sales best practices as they function in solid sales prospecting techniques.
Learn Sales Best Practices From The Top Performers
Too few sales organizations truly study the sales best practices of their top performers. They never ask why the same names always appear at the top of the ranking reports. They never try to break the “80/20 Code” by understanding the sales best practices of their top performers. There is need to learn this information. Instead, they spend hours reading those useless Lost Order reports. I rather spend my time understanding what I need to do instead of what not to do to close more sales.
Lessons From Sales Best Practices
You can learn valuable lessons from studying the sales best practices of top sales performers. Forget studying why you lost an order. I can tell you why you lost every order. You got outsold. I can also tell you why you won every order. You did the outselling. You followed a solid sales process. Understanding how you did the outselling is the understanding of sales best practices.
Circulate Sales Best Practices
I urge companies and sales teams to not only study sales best practices but to also circulate that information to every salesperson. If Lost Order reports were of any value, they’d generate a list of what not to do. You can only generate a list of what to do by studying the sales best practices of your top salespeople. Once you do, you’ll develop a road map to success.
I wish you overwhelming sales success and I hope you better understand the importance of sales best practices.
Nick Moreno, Sales Trainer
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