Can sales be systematic?
Almost any work can be
systematic. “Systems” are how good work gets done. McDonald’s, for example, did not grow its business by hiring people and challenging them to figure out how to do the job. Instead, McDonald’s works on the basis that there is a best way to take an order, greet a customer, fry potatoes, and assemble a cheeseburger. Figure out the best way, get the necessary tools, document the most effective processes, and train everyone in doing it that way. As a result, people work
the system – and the system works.
Because of the system, McDonald’s can make almost anyone, regardless of their capabilities, into productive, effective employees.
This truth – that good systems make people effective – operates in every area of work. Even highly skilled, highly educated professionals apply this concept. There are, for example, better ways to try a case, to perform a surgery, to fly an airliner, and to counsel a mentally disturbed patient. Talk to effective professionals in any of these areas, and they will verify that they use effective principles, processes, and tools to
complete these complex tasks. They use a system.
In fact, the more important and complex the task, the more likely that the effective principles and processes for successfully completing that task have been defined and codified. How would you feel if you buckled the seat belt on an airliner and listened as
the captain announced that he has his own way of flying this plane?... [click here to read the entire article
online]
