By: L'areal Hudson
One of the biggest oversights I see in small, and large companies alike, is a lack of or an inefficient sales process. By sales process I mean a clearly defined, step-by-step approach a sales person follows to move an opportunity from prospect to customer.
Think about it this way, what has to happen, what information do you need to gather, and who do you need to be talking to in order to move an opportunity from a prospect to qualified to closable to won? If you can’t answer these questions, chances are you don’t have a clearly defined sales process.
A true selling system is imperative because it:
- Takes the emotion out of the sale
- Decreases pressure on the salesperson
- Identifies stalls and roadblocks earlier
- Allows sales leaders to coach more effectively
- Provides a common language
- Quicker ramp-up time for new hires
- Ensures the brand of the company is maintained
- Can be tracked, measured, and fine-tuned.
Click here, if your sales team doesn’t follow a sales process and request a free sales meeting.
Click here, if you want to rate the effectiveness of your current sales process.
