Dear SalesExecutive:

各位销售精英，大家好：

What’s
the secret to becoming a great sales leader and creating a great sales
culture? Obviously, it has to do with HOW you lead a sales team, right?
成为优秀销售领导者并创造卓越销售文化的秘诀是什么？显然，这与您如何领导销售团队有关，对吧？

So,
here’s a valuable secret: It’s not about personality. It’s all about
processes. If you don’t have the right management processes in place,
you won’t be able to achieve the outcomes you need.
所以，这是个有价值的秘密：它不是关于个性的。而是关于流程的。如果您没有适当的管理流程，您将无法实现所希望达到的结果。

Does
the term “processes” make you think of any famous management approaches
that are designed to achieve continuous improvement? Let’s explore
this.
“流程”这个术语是否会让您想到任何旨在实现持续改进的著名管理方法？让我们来探索一下。

We are committed to your professional success.
我们致力于您的事业成功。

Duane Sparks杜南•斯巴克斯

Author of Action Selling行动销售作者

所有销售领导者的主要作用是为公司带来可喜的收入。因此，要成为一名优秀的销售领导者，您必须专注于如何才能做到最好。如果您希望您的销售团队能够作为一台运行良好的机器来发挥收益和巨大利润，那么您需要在创造成功环境方面做得更好。

In
other words, you need to create a great sales culture. To do that, you
have to put the people and processes in place to produce enough revenue
and profit margin to achieve the goals set in front of you. The key word
there is “processes.”

换句话说，您需要创建一个伟大的销售文化。要做到这一点，您必须将人员和流程放在适当的位置上，以产生足够的收入和利润率，以实现您之前设定的目标。关键词是“流程”。

A
process is a set of linked actions that are taken to create a desired
outcome. When it comes to the sales leadership process, our desired
outcome is profitable revenue. Just like Total Quality Management (TQM),
Six Sigma, Kaizen, or any other continuous-improvement methodology, the
Action Selling Leadership Process is a set of linked actions designed
to function within an overall sales-improvement system. Here’s what it
looks like:

流程是一组联结的操作，用于创建所需的结果。谈到销售领导流程，我们期望的结果是有利可图的收益。就像全面质量管理（TQM），六西格玛，Kaizen或任何其他持续可改进的方法一样，行动销售领导流程是一套旨在整体销售改进系统中运作的联结行动。这是它的样子：

We
will go into detail about the steps outlined in the diagram in upcoming
editions of eCoach. For now, suffice it to say that the nine “Acts” are
linked actions—sub-processes, if you will–that support the three
primary roles of a sales leader. Put them all together, and you have a
great sales-management process, one that enables you to pursue
continuous improvement.

我们将详细介绍即将发布的eCoach期刊图表中列出步骤。就目前而言，只要说九个“行动”是关联的行动 - 子流程，如果您愿意 - 它支持销售领导者的三个主要角色就足够了。把它们放在一起，你就有了一个很好的销售管理流程，让您可以追求持续的改进。

In
other words, this is a sales-leadership process that lets you create a
sales culture that just keeps getting better and better.

换句话说，这是一个销售领导流程，可以帮您创建一个越来越好的销售文化。

At
this point, let me just offer a few observations about the critical
importance of processes to effective leadership—and to sales leaders, in
particular:

在这一点上，让我简单地提一些关于流程对有效领导的作用——以及销售领导者的重要性的观察，特别是：

•    Every outcome is the result of a process.
•  
 The most successful leaders manage processes, not people. Good
processes allow you to better manage the people who work for you.
•  
 Documented processes are necessary for achieving high-quality results.
If you can’t describe what you are doing as a process, you don’t
understand what you are doing.
•    Only a process can give you continuous improvement.
•    The best people can be brought down by a bad process. Fix the process, and good people will succeed in their work.
•  
 The greatest gains from sales training occur when every employee who
has contact with customers is able to follow the same
sales-communication process. That’s when a great sales culture emerges.

•    每个结果都是一个过程的结果。
•    最成功的领导者管理流程，而不是人。良好的流程可以让您更好地管理为您工作的人员。
•    记录过程是实现高品质结果所必需的。如果你无法描述你正在做什么作为一个过程，你将不明白你在做什么。
•    只有一个流程才能为您提供持续改进。
•    优秀的人可以被一个糟糕的流程打倒。修复这个流程，优秀的人将在他们的工作中取得成功。
•    当与客户联系的每位员工都能够遵循相同的销售沟通流程时，销售培训的最大收益就会发生。那将是一个伟大的销售文化出现的时候。

One
final thought: Not all processes are critical. The most important ones
are those that are executed often, have a direct link to individual
sales performance, and underlie business growth. In the next edition of
eCoach, we’ll look at six sales-leadership processes that qualify as
“critical.”

最后一个想法：并非所有流程都至关重要。最重要的是经常执行的，与个人销售业绩直接相关的支持业务增长的。在下一期的eCoach中，我们将看到六个符合“关键性”的销售领导流程。

Not many companies understand process improvement better than BergenKDV.
没有多少公司比BergenKDV更了解流程的改进。

This is a Top 100 certified public accounting firm with deep expertise in efficiency.
这是一家排名100强注册会计师事务所，在绩效方面拥有深厚的专业知识。

Bergen
partner Lee Roberts, who serves as director of sales, values the Action
Selling process because it provides a repeatable communications
methodology that every customer-facing employee can use to continually
improve.
卑尔根合伙人Lee Roberts担任销售总监，他重视行动销售流程，因为它提供了一种可复制的沟通方法，每个面向客户的员工都可以使用这种方法来不断获得改进。

“Last
week,” Roberts says, “I was on a sales call with a team member that I
haven’t worked a deal with since 2016. The Action Selling process
allowed each of us to know where the other was at every stage of the
sales interaction, and we ran a beautiful meeting.
“上周，”罗伯茨说，“我和一名团队成员一起打电话，自2016年以来没有达成合作。行动销售流程让我们每个人都能知道对方在每个阶段的位置。我们举行了一次精彩的销售互动会议。

“We
think in terms of process now,” Roberts continues. “Action Selling
Leadership is a perfect fit for anyone who wants continuous
improvement.”
“我们现在考虑过程，”罗伯茨继续说道。“行动销售领导力非常适合任何想要持续改进的人。”

* For information about how to make sales training pay huge dividends,
contact us at 0755-88265430,88261982.

有关如何使销售培训获得丰厚回报，欢迎致电我们：
0755-88265430，88261982。

点击其他热门eCoach期刊，获取更多内容

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微信号：actionselling

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