Everywhere we look automation is impacting our lives. Technology allows us to automate just about everything. I marvel at the little floor sweeping robot that automatically sweeps the floor. It is amazing that we will spend so much time on a tool that improves the broom when businesses spend so little time on improving the most important aspect of their business.

What I dont understand is the hesitation of business to automate the sales process. Is there a special rule that says, salespeople cant or shouldnt automate sales? Customer Relationship Management (CRM) tools like ACT, Sales Force, Maximizer all promote their ability to help salespeople automate the sales processes. However, there is a valid reason most salespeople or businesses cant adopt sales automation successfully and increase sales.

The Missing Link to Automation is the Sales Process If you ask most business owners to show you their sales process, most business owners will have a funny look on their faces. Unfortunately, most sales people will share the same confused look and wonder what you are talking about.

The reason sales automation doesn't have an impact is often because the foundation of a sales process is missing. Unless a business has taken the time to document and identify the critical steps in sales, they cant duplicate or automate the process. When a business can identify the repeatable steps to a sale, they can use the sales tools of CRM to automate sales and increase business. Typically, a business can't do this alone and needs the wisom of a Sales Management Growth Strategist to accomplish this task.

Putting the Cart before the Horse Syndrome Most businesses will focus on improving production or delivery well before they improve the sales process. I have found that the allure of equipment or machinery is what captivates many business decisions. However, when it comes to outside sales, the mistaken assumption is that a new salesperson or a new sales manager will provide sales growth. The costly investment in personnel is not the right solution. The correct solution is to improve or speed the sales process.

This is like putting the cart before the horse. Production improvement shouldnt be ahead of sales improvement. A business should look at improving sales like they look at improving production. It is the process, not the salespeople that makes the difference. When a salesperson or a sales team is focused on following a proven sales process, sales will grow. When a business also automates these sales processes, sales will grow dramatically.

Steve Martinez

My name is Steve Martinez and I started this business development company to eliminate sales failure. I have spent the last few decades honing my experience as a National Sales Manager, Sales Trainer, Mentor and Author of Selling. This history provides the depth of my experience and value to you as a client in the Business to Business marketplace.

I am proud to say that our innovative sales management strategies are revolutionizing sales for business to business companies. My clients are taught the advantage of building long term profitable relationships using his customized sales action plans. The results are nothing short of magical. Salespeople are able to perform twice, three times and, in some cases, ten times what they used to do before. Sales Managers enjoy the Selling Magic system as they more effectively manage and forecast sales.

I am not new to sales management, technology and sales workflow. I bring 25 years of business management consulting experience. I have been fortunate to have traveled the United States as a National Sales Manager, National Account Executive where I learned the real world lessons of sales. I've also worked for franchise organizations leading sales to a network of over 700 salespeople.

I wish I could say that sales success came easy. It didn't! I had to work at selling and learn the tough lessons. fortunately, this made me stronger and wiser. Through my experience I learned why businesses fail and why salespeople struggle in sales.

I enjoy applying these valuable lessons, focusing on teaching others how to increase sales, become more profitable using technology and following the best practices of Customer Relationship Management.

Our clients tell us, Selling Magic is a logical choice. It provides advanced business development strategies. We are certified members of the Cargill Consulting Group and the Mastermind Consulting Group. Selling Magic delivers sales management and Customer Relationship Building solutions with a suite of consulting services designed to enhance your business.

Steve is an accomplished speaker and writer for business development projects. Sales Automation, Sales Coaching and E-Marketing are his primary projects in business development.

We invite you to discover the Selling Magic approach to sales management and how Selling Magic can help you "out wit, out smart and out last, your competition."