Category Archives: formal sales process

December 1st, 2015

Sales Process? You Should Probably Call It a Pursuit Process

sales process

What do you think is the intent of your company’s sales process? Maybe I should step back and ask: does your company even have a sales process?

What I’ve found is that many clients interpret the purpose of a sales process to be overcoming objections or outlining the skills necessary to close a sale. Those certainly are elements of a sales process, but the real value comes from an overall framework for pursuing opportunities — beginning with initial research and ending with negotiation, closing, and expanding the relationship. In essence, the sales process is really a pursuit process.

In many companies, if there is any kind of sales process at all, it’s usually random or informal, and few people follow it consistently. Some individual sales professionals may have their own processes, relying on tried-and-true formulas that they’ve used throughout their careers, but there isn’t a single process that is followed by everyone in the company or is based on outcomes that have been proven to be successful.

Some companies do have formal sales processes, but they may be so rigid that few stick with them in practice; instead, the process might become a reference or a template for adding opportunities to the pipeline.

Then, there’s the dynamic sales process, which provides both structure and latitude for sales professionals to determine where they are in the pursuit of an opportunity, how to move to the next steps, and how to » Continue Reading.

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November 26th, 2012

Establishing a Sensible Sales Process: Low-hanging Sales Improvement Fruit

Low-hanging Sales Improvement Fruit

Establishing a Sensible Sales Process: Low-hanging Sales Improvement Fruit

How often does your organization talk about wanting to increase sales? Surely during annual planning and budgeting exercises, but I’d also guess during quarterly, monthly, and even more frequent reviews of sales and performance figures. Some issues may have obvious fixes, but you’ve also likely pursued various strategies to move the needle across your sales organization.

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