Well-crafted questionnaire can be salesperson's best power tool
On Competitive Advantage
Maybe you're feeling a bit ambitious this summer, building a terraced deck or getting the hands dirty with some designed landscaping, each adding texture and color to your home.
To create that neighborhood magnum opus, you'll need the appropriate tools to ensure the job is done right. If not, chances are your work won't stand out.
That's why I consistently ask business owners how they're putting their people -- all of the company's people -- in a position to win. If they show me effective tools that correlate directly with desired performance, it's usually a growing company. Conversely, if everyone is just winging it, there's usually smoke -- then fire.
Regarding sales tools, I'm not referring to the usual suspects such as CRM software or reporting mechanisms. Those aren't necessarily bad. It's just that management often abuses them, eroding the salesperson's most valuable asset: face time with the customer. Additionally, these tools tend to be a bit too reactive for my taste. I want tools that bring frequent rain -- frequent profitable rain. What we need to employ are tools that enable successful selling for the new millennium.
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