Friday, February 19, 2016

Biashara Coach: 13 sales process considerations before sending your sales team to the field

By Virginia  Mburu

Mwakazi- the Passionate Entrepreneur and owner; Makao Interior Designers  wants to expand his   customer base. He recently hired several Sales Representatives  and it is now time to send them to the market.

As he prepares to do so, he comes across this reading in  Luke  chapter nine where Jesus is  sending out the  twelve disciples. On deeper analysis, he picks some important points to consider as he readies his team for “Project expand”.

1. Let there be an agreement

Luke 9: 1 "When Jesus had called the Twelve together......"

And the agreement is reached by people who come together and deliberate on the issues at hand. No wonder Jesus calls the twelve together and  proceeds to.....

2. Give them power and authority

Luke 9: 1  “...he gave them power and authority to drive out all demons and to cure diseases,....”

Jesus delegated Power and authority together not separately.  He equipped the twelve with the power (ability) to perform the necessary tasks and the authority (right) to do so. You can be sure the demons would have given them a tough time if the disciples did not have the authority (right) over them. 
Mwakazi   noted that he needed to define the powers and authority to delegate to his representatives. Which ones? To what extent? How were they to exercise the power and authority? But then,  he also noted that it was paramount to......

3. Define the business mission

Luke 9: 2 ...and he sent them out to preach the kingdom of God and to heal the sick.

Jesus was sending the disciples out to preach the kingdom of God and to heal which was in line with his mission which was to “preach the good news of the kingdom of God” as spelt in Luke 4: 43. 
Mwakazi realized that he had not yet defined the sales mission for his business. He observed that as he crafted one, it had to be in alignment with the business mission. With a clear mission, he could then....

4. Craft the sales message

Mark 6: 12 “They went out and preached that people should repent.....” Mwakazi referenced other authors of this incident and noted that according to Mark, the message all the disciples preached was similar, clear and simple. He was to have a clear message and understood by all Reps before they started to..... 

5. Prospect

 Matthew 10; 11 Whatever town or village you enter, search for some worthy person there and stay at his house until you leave.

While referencing other authors, Mwakazi noted that Matthew records that the twelve were to search for a worthy place to lodge in. The disciples had to make the right choice of the home. Once they chose, they were stuck there till they left that town!  
This was particularly important as it impacted on the next step in the process. Mwakazi needed to  set up a system on how to prospect for worthy prospects who were most likely to quickly turn into customers.

6. Build and maintain relationships

In Luke 9: 3-4  Jesus told the disciples to "Take nothing for the journey--no staff, no bag, no bread, no money, no extra tunic. Whatever house you enter, stay there until you leave that town.”

The twelve were to travel light and stay in the same home they chose which meant that they had to develop and maintain relationships with the people they were sent to as they were to depend on them for shelter and food.

This got Mwakazi thinking on how he was to get the reps to build great customer relationships as it was the customers who paid their salaries. As they built the relationships, the Reps were to.....

7. Expect and quickly get over rejection

Luke 9: 5 If people do not welcome you, shake the dust off your feet when you leave their town, as a testimony against them." Some would reject the disciples or the message. Get over it and move on to the next customer while keeping in mind that.....

8.  Teamwork wins

Mark 6:7-12 7 “Calling the Twelve to him, he sent them out two by two....”  Did someone say that two is better than one since when one falls, the other lifts him up? Enough said as Mwakazi noted that he needed to......

9. Immediately Execute

Luke 9:6 So they set out and went from village to village, preaching the gospel and healing people everywhere. The disciples immediately took their message to the customers in the villages. Hit the road when the message is still very hot and enthusiasm high and for sure...... 

11. Expect reaction from the  market

Luke 9:7-9 “Now Herod the tetrarch heard about all that was going on. And he was perplexed, because some were saying that John had been raised from the dead, others that Elijah had appeared, and still others that one of the prophets of long ago had come back to life. But Herod said, "I beheaded John. Who,   then, is this I hear such things about?" And he tried to see him.”

The Representatives presence in the market will be felt and the various stakeholders in the market  will certainly react. Will they be perplexed, curious, indignant, worried etc.? All the same, Mwakazi decided that he would identify in advance the various stakeholders, the expected reaction and his next course of action. 
He was not to be caught napping! All the more reason why it was paramount to.....

12. Set up a reporting structure

Luke 9: 10 “When the apostles returned, they reported to Jesus what they had done.”    How will the performance reports reach the business? How will these reports be analysed and integrated into the business to move it to the next level?  With the expected successful results, Mwakazi also needed to plan on....    

13. Where to retreat to

Luke 9:10 “........Then he took them with him and they withdrew by themselves to a town called Bethsaida,....” Jesus and his disciples withdrew to Bethsaida possibly to review the plans, processes, areas of improvement etc. as well as celebrate results. Where would Mwakazi and his successful team retreat to? Mwakazi picked up his phone......

Over to you Passionate Entrepreneur;

  • How do you prepare your sales Reps before sending them out to the field?
  • What else could Mr. Mwakazi do to prepare his Reps?

Share your experiences, suggestions or questions in the comments section below. Who knows- You could probably be one of the beneficiaries of one of the miracles resulting from the next sales expedition!

Whatever you do, make sure it results in less work, more money and positive impact.


Virginia Mburu

Passionate Entrepreneurs Coach

Virginia empowers and motivates Passionate Entrepreneurs to realize their purpose and pursue it. She then assists the entrepreneurs to clarify, prioritise and focus on management and marketing strategies and action plans that will get them to work less, make more money and positively impact within one year.  Access some of her gifts- absolutely free lessons on

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