If you’re in sales, having a sales system and accompanying scripts is essential.
Similarly, if you’re managing people, you need a management system and meeting agendas to support that system.
Currently, we’re conducting our 12-week Management Training program and the valuable insights keep pouring in.
Sales scripting has always been a significant focus for us. No credible source—be it a sales system, book, process, or expert—advocates for “winging it” as the optimal approach for consistent selling.
Here are some web headlines that shed light on the topic: • Are your salespeople winging it on the phone? • What’s the difference between winging it and using a framework in sales? • Why do sales teams still wing it on major deals? • Winging it is not a strategy, and your prospects know it’s not.
If the prevailing sentiment on “winging it” remains unchanged—and it does as of this morning—then you won’t be the one who achieves success. Really, you won’t.
#toughloveforthebusinessowner
What surprised me during the simultaneous management training is that throughout my 28 years in management roles at large companies, no one ever taught me a management system.
Isn’t that unbelievable? Now that we’re implementing one, it’s proving to be just as effective as a sales process.
So, do you need a management process? Hint: Yes, you absolutely do.