So, how much control do your salespeople have over their multiplestep selling processes? Hi, I'm Jim Pancero, helping you and your team be more effective in selling today. And one of the ways you can increase the success of your team is to make sure they have strong controls that are multiplestep thinking and planning with their selling efforts. So, they're doing more things on purpose and hopefully doing it more efficiently and effectively than they have in the past. There are three major multiplestep tactical tools that sales people need to master for long-term success in selling. The first is what do you do with new business? Whether it's to an existing customer or a new prospect, what do you do from the time you identify a new opportunity till the time you close on the sale? The idea of the arrow at the end is meant to say the process is going to continue, but what's one full cycle of you making a sale to that account? What are the steps you go through? The second multiplestep plan that's necessary for success in selling is what do you do from January 1st to December 31st with an existing customer. How are you helping grow their business and improve their satisfaction in some kind of proactive manner? That needs to be a plan and the plan needs to be a fullear plan identified and worked out. And the third is tactically thinking multiple moves ahead and working with multiple step selling processes. How do you get higher, wider, and deeper within your important accounts? For most sales reps, only half of their contacts. They only have one contact at that customer. What we got to do is make sure that they have multiple contacts because that gives an account stability. What can you do as the leader of your sales team to work on these kind of multiplestep plans and processes so your sales reps can think and plan more moves ahead? Because when they do, I'll bet you'll sell even more.