The Activity Based Sales System is a process and a system. It acknowledges that sales is scientific, manageable, takes certain skills and abilities and can be controlled like any other process. It is not smoke and mirrors or some kind of black art. It consists of a series of activities and actions which ultimately lead to a sale. If you are not doing them, you will never sell anything.
If you wait for your salespeople to report their orders instead of their activities, you are probably wasting a lot of time and money being both inefficient and unproductive. Worse, you are likely spending a lot of money on salespeople who not only are not and never will succeed.
ABSS brings science and a process orientation to sales. It recognizes that success requires your salespeople have a proven and repeatable process to follow, the right behavior and attitudes to succeed, the skill to implement it and that you are monitoring and managing their activities. Successful companies all:
Have and know their proven and repeatable sales process
Manage the activities necessary to succeed in selling
Train their salespeople in the skills needed for their process
Hire people with key behaviors and attitudes necessary to succeed