Chapter 8

The Science of Sales Process

Use the SSAT for new hires to direct their sales training. By combining CFS with SSAT, we can identify strengths and weaknesses, and use it to focus their training. Actually, we've taken that one step further, and incorporated our internal sales process (which is based upon CFS) into our CRM system so that the entire sales team can become more process driven.

—Geoff Lepp, Sales Manager, Roll Forming

Scientific selling is scientific because it measures both the basic personality of the sales professional and the skills employed during the sales process. As we've seen in previous chapters, the main point of leverage—when it comes to increasing revenue and profit from a particular sales employee—is the development and improvement of sales skills.