By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®
“Are there any benefits to following a defined sales process?”
Would you agree that most salespeople typically hate to be held to a documented/prescribed sales process? Would you also agree that regardless of the direction and training they have been given, they prefer to do what they have always done – with or without the desired success?
Unfortunately, we are creatures of habit. It takes courage to change. But for salespeople and their management, with the courage to adopt and follow a defined ‘customer-centric’ sales process, there are many benefits, such as:
- Understanding where the prospect is in their evaluation/buying process
- Following a set of clearly defined steps, sales best practices, that take the prospect from interest development to closure
- Improved productivity/efficiency
- Improved personal sales effectiveness
- Reduced cost of sale
- Improved forecasting accuracy
- Increased WIN rates
- In a report published by CSO Insights entitled Optimizing Sales Performance for the High Tech Market, sales organizations that adopt and implement a defined sales process where sales rep adoption is actively managed and changes to the process are made proactively as needed, enjoy a WIN rate of 55.2% compared to 40% to those that don’t.
Do yourself, your sales team and your company a favor. Invest in adopting and implementing a defined sales process. The potential benefits to everyone are HUGE.
You can click here to contact us and learn about our sales process for your sales team, or you can click the image below to view our available public workshops.
