During my early days as a salesperson I participated in many training programs, yet my favorite was taught by Jim Chandler and was based on his “10 Foundation Statements”. #7, the Process Statement, is applicable in sales, operations, accounting, manufacturing, marketing, education, theology, construction… and life; I have used it in many ways and now share it with you.
Process Statement: Selling is a process. My job, as a professional salesperson, is to create a personal selling process that is so strong, that the pressure of selling is absorbed by the process and not by me.
Wow, what a relief I felt when I discovered that if I built a strong process, I no longer had to worry about when and where my sales would originate. I could trust the process. My sales actually improved when I applied this philosophy and my sales process. I know my prospects did not feel the pressure of the sale either. They were free to choose to do business with me or not. It was ok. I was no longer emotionally tied to the sales call outcome. I had faith that the sales process that I built would deliver. And if it did not deliver enough results at the right time, it was the process that needed tweaking, not me.
Moving on from sales, I have used the same process statement in building and implementing successful Marketing Plans. I have used it to plan events for work and non-profit organizations. When I relocated, I used a strong moving process to absorb the great pressure and stress of moving. I knew I would not be dead if I did not meet a deadline because I had a predetermined contingency plan.
If you have worked in a well-organized operations environment then you are very familiar with processes and procedures. Yet other parts of the organization may not have a written process. Oh, did I forget to mention that my sales process was a 7 page typed and bound booklet?
A Written Process: When I mention writing down a process in the workshops and classes I lead, people roll their eyes like I asked them to pull their own wisdom teeth. There are two main values in writing your process (1) What you discover in creating a process (2) comparing actual results to your process.
Take a mundane example like making coffee for your office and ask a team to write the process. You will discover many variations on the same theme of making coffee such as only use filtered water, only use true Columbian coffee and make sure the filters are environmentally friendly. Yet, once the process is developed and implemented you can trust that the coffee will taste the same every time it is prepared.
As for comparing the actual to the planned, what do you do when the coffee taste different? You start checking on who made the coffee, did they follow the process, and then discover that the wrong kind of coffee was delivered by your supply chain representative (aka, the person who shops for your break room).
Can you get carried away with having too many or too long a process? Yes. Is there a process for writing a process? Probably. Take the best and forget the rest. My hope is this article will spur you on to make some type of improvement in your personal, volunteer or business life. If so, please let me know ☺