Recently, I was returning on a flight from Denver to Phoenix and I struck up a conversation with a retired Komatsu (heavy equipment company) engineer. He managed the production system for years prior to his retirement.
We talked about the methodical process Komatsu went through to ensure all components of their equipment worked the way they were designed.
He asked me what I did, and I responded that we teach sales professionals to understand and use established best practiced sales processes just like he did for Kamatsu's production process.
He gave me a very quizzical look followed by a rye smile. He then said, "Dave just like there is 'no crying in baseball', there is no process in sales!" He followed with, "you can't equate the science in setting up a sophisticated manufacturing process with the cavalier nature of sales."
I politely disagreed and launched into the science of sales, including a healthy dose of psychology. When I finished ,I felt a little vindicated because I passionately believe and teach sales as a science.
What dawned on me was the pervasive nature even among educated professionals that sales is some elusive art form. It also reinforced the reason less than 50% of sales professionals reached their goals. This perhaps is because management doesn't understand or even recognize much less teach there is a preferred way to sell.
Copyright © 2014 Dave Neal
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