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1989 was when the ‘Force’ was awakened inside of me, having built what I thought was a successful career in sales over the previous 15 years, I met someone who revealed to me the mysteries of the ‘Structured Sales Process’, and my eyes were opened to a truer path.

My Sales Guru made the case for following the ‘Structured Sales Process’ and embedding it in my day to day sales activities. He also illustrated the equal importance of understanding the relevance of measuring key ratios relating to sales activities and applying those ratios to specific objectives and then understand the effort required to achieve them.

This may sound simple, but trust me when I say that for most, it’s not so easy to apply.

During the years which followed, 1990, 1991, 1992, 1993, 1994, 1995, 1996, 1997………. we worked closely with our Sales Guru and embedded the ‘Structured Sales Process’ into our business. My appreciation of its importance and my growing understanding of how to deploy it, delivered the results we were looking for.

Over the next 5 years I refined my understanding of the Structured Sales Process and went on to develop my own tools and variations, I became increasingly confident in supporting and motivating my sales team towards optimised performance, but the best was yet to come…….

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