“Oh no! Please!!! I don’t want to talk about a sales process!” Um, yes, you do. Many sales people and, believe it or not, sales managers and leaders deny that they need a sales process. This always surprises me since a good sales process can make everyone’s life so much easier.
Who wouldn’t want to know which deals to spend time on? Or which opportunities are just column fodder and should be left alone? So I started thinking – how do you know when you need a sales process? Here are my top 10 indicators.
Do any of these ring true to you and your sales organization? If you said yes to all of the above, then you need a sales process and should look into designing a formal one. If you said yes to some and currently have a sales process, then you should look into refining your current one.
But if you said no to all top 10 indicators, then congratulations! This means you most likely have a formal sales process that has been incorporated into the DNA of your organization. It also means your sales team is spending time where customers and prospects need them most – and your reps are consistently meeting/exceeding their quotas. Well done.