By Carsten Leth Hansen, Senior Consultant, People & Performance A/S
Planning.....
We know we have to do it and most of us can get better at it by just doing it....so why don’t we?
I have more than 20 years’ experience in sales, and I know that a lot of organisations have tried to implement various planning tools with varying degrees of success. Unfortunately, most attempts seem to fail.
Tailored planning
Planning is not a salesperson’s favourite discipline, because they often see that the time spent doing it does not match the outcome.
It is my experience that if planning is to work it must be worth all the time spent on it. Therefore, the tool and the scope of it must be adapted to the organisation. Equally important is that the sales staff must be involved in the process in order for them to adapt the tools. Adaptation and involvement smooth the path for greater success and increased sales. We design training processes for sales planning that provide the participants with the tools best suited for their needs.
For further information about sales planning, please contact Carsten Leth Hansen.