As famed professor and business consultant Edward Deming once said, “If you can’t describe what you’re doing as a process, you don’t know what you are doing.”
A good sales process is the foundation of any successful sales organization. And just like in construction, if you don’t have a solid foundation, none of the other pieces (reps, tools, strategies, etc.) that you put into place will stand for long.
Not only does a sales process give reps strategic, step-by-step instructions and tasks to move prospects from one stage of the sales pipeline to the next, but by establishing a common language and set of expectations, it also ensures that managers are working with the appropriate quantity and quality of data needed to yield meaningful insights.
And while most companies have some semblance of a sales process in place, they often fail to formalize it and enforce compliance across the organization. In fact, only 51 percent of surveyed sales organizations use a formal step-by-step selling process that guides sales professionals through a variety of sales interactions. Equally devastating is the frequent failure to optimize and refine these sales processes over time.
Companies that fail to make sales process management a priority face productivity and performance roadblocks, as well as miss out on data-driven insights and improvement opportunities. It’s extremely important to remember that the sales process is a living, breathing playbook that should be consistently updated as you discover what drives the most revenue for your business.
Along with its accompanying exercise sheet, this guide will take you on a step-by-step journey of how to systematically optimize and improve your sales process to strengthen the foundation of your sales organization – and, of course, close more deals. Download it now and get started!