June 19th, 2013

Top 10 Indicators that You Need a Sales Process


Top 10 Indicators that You Need a Sales Process

Today’s Blog Appears Courtesy of Richardson’s Partners SalesLatitude and is Written by Co-founder Susan Spivey

If you’ve managed sales teams for a long time, you begin to accumulate knowledge of the warning signs that a sales process is either ineffective or nonexistent. The importance of a sales process – that is, what will be done to work a deal to closure – should not be underestimated. These are the top ten signs that a sales process is needed in your organization:

1. Inaccurate forecasts and deals continue to appear in the pipeline quarter after quarter

2. Sales cycles vary greatly and lack consistency across similar markets and solutions

3. Use of the words “ I think” when reps describe their deals, and a missing buyer’s point of view in their explanations

4. Absence of a clear strategy or set of guidelines when reps describe how they plan to win

5. Reps are stuck in reactive mode rather than controlling the next steps

6. Most of the opportunities being worked are lost at the very end of the sales cycle

7. Reps state your solution’s features as what is driving the customers to evaluate your offering

8. Your organization seems to have a low deal capacity per rep

9. There is no common language when reps are explaining deals to the needed resources

10. Reps are rushing to demos and meetings, or doing proposals as a key selling event with little knowledge of the key strategic initiatives, priorities or needs of the organization and/or key stakeholders

Do any of these indicators look familiar? Take a moment to reflect on how your reps work deals and manage their sales cycles. It’s possible you’ll need a sales process that will help you establish a framework for more accurate sales forecasting and achieving your goals.

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About The Author: James A. Brodo

Jim Brodo is Senior Vice President of Marketing at Richardson. Jim brings over a decade experience to this position with Richardson, where he oversees all marketing and communications efforts for the organization including SEO, SEM, planning, public relations, advertising, lead nurturing, and brand strategy. Jim is currently focused on updating the corporate identity, especially through the use of organic SEO and SEM tactics. He spearheaded the implementation of professional social networking strategies, launch of the new website, updated messaging, and marketing materials. In addition, Jim is credited for creating a content marketing syndication strategy that focuses on adding value to clients and prospects. As the leader of the corporate marketing operations, Jim aims to strengthen Richardson’s brand as the top sales training company in the industry.

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One Response to “Top 10 Indicators that You Need a Sales Process”

  1. June 24, 2013 at 3:03 pm, becky guillory said:

    I would add “price” is the only reason your reps can give for losing deals!


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