CCG Webinars

Webinar: 5 Ways To McDonaldize Your Sales Process

5 Ways to McDonaldize Your Sales Process - Cover

Most likely you have been to a McDonalds (or similar fast food place). Maybe that was even the type of work you did as your first job. You are probably familiar with their model – highly systematized operational processes, that can be done by entry level (minimum wage) workers yielding consistent, high volume results.

If you run a sales team – it is way more complex than making cheeseburgers and fries. Trust me, I know that from lots of experience leading teams in many different industries and even in many different countries. I have found, however, that when you apply the principles of McDonaldization to your sales team you can create a winning team that produces consistent and profitable sales results, without needing to be filled with Super Stars.

I thought I came up with this term – McDonaldize – turns out a guy named George Ritzer first wrote about it 2002, and according to him, the four main dimensions of McDonaldization are:

  • Efficiency – The optimum method of completing a task. The rational determination of the best mode of production. Individuality is not allowed.
  • Calculability – Assessment of outcomes based on quantifiable rather than subjective criteria. In other words, quantity over quality. They sell the Big Mac, not the Good Mac.
  • Predictability – The production process is organized to guarantee uniformity of product and standardized outcomes. All shopping malls begin to look the same and all highway exits have the same assortment of businesses.
  • Control – The substitution of more predictable non-human labor for human labor, either through automation or the deskilling of the work force.

In this webinar, I will show you how you can apply these principles to your sales team. Not to turn them into mindless burger makers, but to help them create great results, doing what they should be doing most, supported by leadership and systems, and without requiring superhuman sales abilities (those help, but are really tough to grow a team around).

Are you struggling to get consistent results from your team, find that you have a high level of turnover, and/or cannot grow above a certain level? When you McDonaldize your Sales Process it will get you on the path to the results you are looking for.

When: Sep 2, 2020 10:00 AM Pacific Time (US and Canada)

Available for Replay

Webinar: Four Reasons Your Prospects Aren’t Buying From You

Four Reasons Your Prospects Aren’t Buying From You - Cover2

The conversation seemed like it went well.

You followed your process.

Yet they didn’t buy.

Maybe they ended it with a “need to think about it” or a “send me more information and I will check it out” or a “if I am interesting, I will get back to you.”

You know what that means – they most likely just entered the Prospect Witness Protection Program, and you will never hear from them again.

If they were a qualified prospect, why didn’t they buy from you? Well it could be countless reasons.

In this webinar, I will share the four biggest reasons that I have found for why buyers don’t buy.

I will also cover some ways that you can overcome each reason so you can take some mindset-shifting strategies with you into your next sales conversation.

When you use the information we will go through, it can potentially make a big improvement to your closing effectiveness.

If you are tired of losing sales that should have closed – fill in the info below to register for this webinar.

When: Sep 2, 2020 04:00 PM Pacific Time (US and Canada)

Available for Replay