September 04, 2013
Kailua, Hawaii Do we need to make the process easier for sales people to make more sales? When we look at the solar business, we can identify 3 simple things that happen, day in and day out. They come in the form of people, process and products.
The People- sales, admin, operations etc. are critical to the successful implementation of their roles and they do what they do, via a Process. This Process- the more streamlined, allows the Product to be more efficiently delivered to your customers. The more effective you are at wrapping the 3-P's- People, Process and Product, the ability of consumers to recognize you as a leader in the solar space becomes more evident to them.
This is why less paperwork for your sales team is an initial first step in driving this initiative. There is no person in the company that works in a vacuum and collaborative companies are the most successful ones, in terms of attracting the most talented individuals, retaining the most enthusiastic team members and making a conducive environment in which to flourish. Sales people should spend the lions share of their time with customers, executing on what they're supposed to do well- building relationships and close deals. Having a streamlined, standardized system of interfacing with the customer and the company, ensures accountability and transparency from the company to your team.
Remember- its not just the people in your company that recognize when there are inconsistencies in the Process, your customers see this too. They also can gossip about their experiences with your company and this can have a positive or less than desirable impact on more referrals or repeat business.
All of the sales people, or assisted buyers I know and work with, would much prefer having an assistant to do their paperwork or pay someone to do it out of their salaries or commissions.
But what if there was a more collaborative way to meet the same goals and create harmony amongst your team and keep your costs down, so your profits go up?
Here's an example of the "why" in more of a visually illustrative detail. Most people that watch this understand and can relate to the circumstance. Do you want to change your circumstances?
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