A well-executed Sales Process Engineering initiative can generate an 8-12% annual, incremental increase in sales performance per sales rep. This is above and beyond the impact of new products and services, a strong economy, etc. This article is an excerpt from a new book, The Dolphin and the Cow - How to Sell More Faster with Sales Process Engineering, that provides a roadmap for instituting sales process engineering in your company.
Many who have been successful in sales are leery of becoming involved with something that sounds so highly technical and arcane. To them, Sales Process Engineering seems like something that should be restricted to an academic environment or might possibly apply to the real world, but only for some huge organization.