The Sales Process: The Six Step Method Of Sales

As the department manager of the sales division of XYZ Corporation, we are faced with an outdated method of tracking sales. IN this day and age, it is crucial that we have a process of tracking sales that shows us data and analytics allowing us to be most competitive in the marketplace. Our current system does not provide us with adequate information and inhibits our ability to analyze our present day sales putting us at a disadvantage when faced with growing the organization.
Six Step Method
In order to implement the much need new system for tracking sales, the Six Step Method provides all the necessary steps needed for successful change implementation. This method has been referred to as the “Big Six” and it will help to ensure the process

It is imperative the person behind the change have a vision and maintain that vision through every step in the change process. The vision could be described as the driving force behind the change. This change must be implemented and enforced by the top of the organization and should be trickled down to the bottom. If all members of the team responsible for the change understand and believe the vision it will result in a feeling of belonging and commitment to the very change happening. A clear statement about the vision and process for change will be communicated to all levels of the organization.
Communicating
Success is highly dependent upon clear and consistent communication. Communication breads understanding and feelings of safety amongst members of the team. It can help to serve as a guide and driving force for the organization from the top, down. Immediate communication of change helps to diminish rumors and false communication amongst and organization and will squash bad energy and fear. The members of the team will receive an immediate statement about the change so that they hear it from their leader before any other source.

Change is not a natural state and takes a very hightened effort to perform. A person needing to change their routine puts out an extraordinary amount of energy, much more than it would take them to perform their customary routine. With this being said, managers must anticipate and be prepared for resistance to the change in process and routine. “Complex implementations and change initiatives in organizations generally experience high failure rate” (Umble,M., Umble,E., 2014). Management should expect several layers of resistance and prepare for them accordingly. The resistance will come in many phases such as: the argument that there is no need for change, the argument of the true nature of the problem, the argument about the way the problem is to be solved, arguments about the details of the way the problem will be solved, arguments about how the solution to the problem will cause additional problems, arguments about how the solution to the problem is not a feasible one and many negative attitudes about the change process and new problem