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Sales Coaching by Benedict

Sales Success with Clear Structures and with Heart

Karl Herndl

The starting point for this book was the author’s experience that much of what happens in sales happens randomly and incidentally. While searching for a proven structure he discovered the Rule of St Benedict, and transferred the content of these rules to sales. At first glance the undertaking seems a little ambitious, but it does succeed in delivering convincing results and practical benefits for the streamlining of sales processes. The central chapter of the book offers a sales structure which can be easily adapted for sales in all sectors.
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Chapter 6: Order and Organisation in sales

Extract

The trigger for the company management to determine a Sales Order for the company, in cooperation with salespersons and managers, was the experience that in sales processes much too much takes place randomly and by chance. We have come to realise that because of this, an enormous amount of sales potential remains unused. Organised processes bring with them secure development processes of the salespeople, from which they themselves profit as much as the company. With Order and Organisation in sales, future ambiguities as to what the company expects of its managers and salespeople and which constantly lead to conflict, can be avoided.

Here we are not only describing the processes, but also the specific content and forms, so that it is not only clear what should be done, but also a form is offered of how it should best be implemented.

The description of HOW consists mostly of the formulation of questions, arguments and statements, which have proven their effectiveness over the years. It is up to the employee whether he uses the exact wording or rewords it to suit him better. It is important, however, that employees have their chosen formula at their fingertips at all times so that these can be used in management and sales meetings.

Our Order is a written law which determines the framework for our processes. We know, however, that in real life changes will have to be made in one or two points. Order is to be...

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