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Keith Shetterly

Keith Shetterly Owner

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Shetterly's Three Laws of... Sales Success

1) Great technology alone is not success; it is only part of sales process or marketing, or both.

2) Great marketing or great process is not success; each alone only prolongs less-than-best results.

3) Great sales processes + great marketing = great sales, which IS success!

 

 
(from the dealership series "Shetterly's Three Laws of...")
 

By Keith Shetterly, keithshetterly@gmail.com
Copyright 2011 All Rights Reserved
www.keithshetterly.com
Jared Hamilton
you can take a very average, or slightly below average sales person and give them a good process and they will achieve above average results. Its all about the execution!
Keith Shetterly
Each component can be improved. For dealership success, true success being their best result, the salesperson is only part of it.
Bryan Armstrong
I've always said that average people executing great processes will yield above average results. I believe the issue to be that we as managers fail to continually inspect our expectations, egos surge from success and shortcuts begin to happen. After the fall we once again circle around to "the basics". Seriously? Success could be defined by doing something simple extremely well and consistently.
Keith Shetterly
@ Bryan, yep, seriously! I put these down because I'm trying to simplify, not just revisit. I want dealers to measure success by what's possible if they do great processes AND great marketing, no matter the technologies they use. This is how I've come to measure my own work: "Mediocrity is a habit. Excellence is a choic." Simple, but effective. Same as the Three Laws. Thanks!
Bryan Armstrong
"@ Bryan, yep, seriously" Keith, wanted to make sure you understood I was AGREEING with you. I think it is absolutely ridiculous that we fail to execute basics daily yet are always wanting to buy a solution to make up for perceived shortcomings. How about spending the money training your current staff and taking care of your current customers? THAT would yeild higher R.O.I. in the long term. Keep bringing the "LAWS" I love it.

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