This is the final instalment in a series of articles on Sales Management – for people managing their own sales (every entrepreneur is), corporate team leaders or anyone in between.

So far, I’ve revealed an outline, covering off the essential steps: Great Beliefs, Reasons to Act, Outcome Clarity and Wilful Action.

The total acronym (for memory-ease) looks like this: GROWS

The S stands for “Skills” and it comes last because sales skills are not important.

At least, they’re the least important part of the formula.

The reasoning is simple: When you can check off the GROW part of the formula, you’ll find it easy to knock on the door, pick up the phone and/or ask for the money.

Sneaky sales skills and Jedi brainwashing techniques are only desired by folks without Great Beliefs. I’m talking about salespeople who know, deep down, that their product is shitty and their customers are suckers.

Motivational seminars and tape-sets are necessary for sales people who don’t have enough genuine “Reasons to Act”… Why should motivation be difficult?! It doesn’t have to be.

If you can master the first four steps of the formula, all that Outcome Clarity and Wilful Action will equip you with the sales skills you need.

IT architecture systems sales people (I know some read this blog) will be waving their hands in the air, screaming “What about product knowledge?!”

It’s true – knowing your product is critical. I’d like to think it’s the one “skill” that goes without saying.

Conclusion:

Master the GROW and Skills will follow.

The GROWS formula guarantees your business (or your commission check) massive growth.

If you’re a salesperson or sales manager, it’s time to put this stuff into action.

Here’s to 2010 being your best year yet.

(Click here to read the “Formula for Super Effective Sales Management” from the start)