World-class sales organizations continually optimize their process—here’s how you can too
Despite all the data demonstrating the value of implementing a formal sales process, the vast majority of companies still have not done so. Many others do have a sales process, but it’s located in a folder on a shelf, and rarely consulted.
Where is Your Sales Manager?
I sympathize with first-line sales managers, because I have always felt that their job is one of the hardest. They are accountable for a number, have to manage up and down within their own organization, and have to know their customers as well or better than they know themselves.
Is it Time to Systematize Your Sales Process?
Sales is the department that drives all the others. Without revenue, there is nothing to ship, install or invoice. So why is it that this important department often is the last one to be systematized?
How to build a qualifying process that works for your sales team
Nearly every sales organization I talk to says they know who their best fit prospects are, yet almost none of them have a clearly defined process for ensuring only qualified prospects make it into the sales pipeline. This, despite the fact that unqualified prospects waste massive amounts of time for salespeople and their managers alike, and simultaneously diminish the reliability of sales forecasts.
New Sales Process? Simplify Your 90-Day Plan
Implementing a new sales process or any type of change in your sales organization can be wrought with problems without a clear plan to drive accountability and timely completion of key deliverables.
