Creative Sales Engagement Through Disciplined Process

Is it possible to have a disciplined sales methodology and process and at the same time provide an environment of innovation and creativity.

At PCE we think the two go hand in hand.

By providing the boundaries and automation of process staff are empowered by understanding how the core of their required KPI's can be built into daily, weekly and monthly process - some of which can be automated, the balance of which becomes habit.

From there staff, you and your sales professionals, have the freedom, flexibility, well defined boundaries, empowerment and most importantly the time to be innovative.

So how do you create a process that leads to freedom and flexibility?

At PCE we believe it's all about communication and transparency and leadership by example.

A mechanism to communicate with clarity and transparency is a good old fashioned communication board.

Now let's get this straight - having worked in the boiler room environments of high performance and cut throat sales - we are not talking about a leader board that is fear driven.

Rather we are talking about a pulse board. A snapshot of the mood of your office, of the development plans for individuals. Yes it's also about results and activity that people have achieved and have committed to. This is an important component but it is also about what you as a leader of your sales team have delivered in removing hurdles for outperformance and what incremental improvements have been made in the previous week for example.

It's a mechanism for communicating success and for looking at what conversations and techniques the team will try in the next period (say for example over the next fortnight) in their sales conversations.

So very quickly this type of communication becomes not only a performance tracker but a performance monitor and a guide and mechanism to share ideas.

Most importantly having leaped over hurdles it allows for time out for ideas development. By allocating 20% of sales team time for them to innovate - after of course this type of board has been in operation for a period that you are comfortable that the right behaviours have been adopted - you give through a process the right and autonomy to be creative.

Creativity through disciplined process.