Finding Margin Leaks in Your Sales Processes

How to Improve Pricing Results by Diagnosing Problems in Your Sales Process

When we see the final price on deal, it's easy to assume the salesperson messed up. But it’s important to realize that sales are the result of a process. And as with any process, the quality of the final product is determined by the raw materials. In this diagnostic, you’ll learn about:

• Why focusing on the process generates more significant improvements with far less conflict.
• How to identify leaks by comparing your current sales processes to “exemplar” processes.
• Four of the most common problems or margin leaks that people find when they really look.
• Two organizational and interpersonal dynamics you’ll want to watch-out for along the way.