The R3R1 Sales Process at Work
The following specifics is from a hands-on consulting project where we have implemented the
right strategies to impact the results of the business.
R3R1 was engaged to provide one-on-one sales training for a client’s newer salesperson, a smart, well- dressed articulate individual in his mid to late twenties. When I met him, I discovered that he had some background in sales. He was working on his first assignment, launching a new senior housing community. The project had reasonable demand, with an average number of inquiries. He was already having relative success, but nearing the deadline for completion, he became bogged down and stopped making progress, and that is why we were engaged – to train a relatively new and stymied salesperson on our process.
Over the course of four days, we discovered the central issue holding him back from his potential. Like many other salespeople he did not have any knowledge of basic sales process, and therefore he did not have any process in place. Immediately, we provided a simple outline of the R3R1 process and provided him with extensive individualized training where he could return to his project and put the process in place. The result? When he returned to his project, he completed it in just a short time, reach 100% occupancy. Following that project, he was assigned to a higher demand project which he filled to 100% occupancy within four months from the opening.
This case study proves that salespeople need training in sales process and implementation of a sales process.