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Do You Still Need a Formal Sales Process to Be Successful?

Do You Still Need a Formal Sales Process to Be Successful? - SalesLatitude

Do You Still Need a Formal Sales Process to Be Successful? - SalesLatitudeSo… you’re a sales manager or sales leader trying to figure out how to best improve your sales team for maximum results. Over the years, you’ve come to realize that organizations that have a formal sales process greatly outperform those that don’t. But, you still don’t have a formal sales process. Or, if you do, you’re not really using it consistently. Either way, let’s take a look at what your sales process needs to be successful.

Disrupter or Enhancer?

As a sales manager or sales leader, are you looking at your sales process as a disrupter or an enhancer?

Many sales people hate having any kind of conversation about the sales process. They view their sales process as a disrupter because they believe it will limit the way they sell. It’s like a dirty word for them. And honestly, I don’t get it.

By definition, a good formal sales process should have sales stages showing progression and key activities of your top performers at each stage, matched with your customer’s buying process showing their engagement level at each stage. It highlights what the sales person should be doing to be successful, not how they should sell.

In this case, your sales process is viewed as an enhancer since it plays a critical role in helping you and your sales team understand where your buyer is in their buying process. That is why you have a sales process: to know where best to spend your time.

Do You Have a Formal Sales Process?

If you don’t have a formal sales process, then how do you:

  • Generate a reliable forecast?
  • Track the progress of sales deals?
  • Develop sales reps’ skills by coaching the right things?
  • Ensure you’re effectively utilizing resources?
  • Scale your sales organization by consistently navigating the sales cycle?

If you do have a formal sales process, then is it:

  • Helping you forecast deals?
  • Enabling you to scale your sales organization?
  • Empowering new reps to produce revenue faster?
  • Aligned with how your clients buy to drive more success?
  • Internalized and adopted across your organization?

Your formal sales process may be either a disrupter or an enhancer. On which side of the fence do you sit?

Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter


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