The Sales Process misconception
There’s a widespread misconception that selling boils down to the skill of the individual, that it’s all about how you ‘close’ the deal. According to the Harvard Business review 60% of business opportunities are lost simply through lack of a structured follow up, in other
words it’s not just about having good sales people - it’s about having a
structured sales process.
Every successful large organisation around the world has their own clearly defined Sales Process, with specific actions and responsibilities attached to each stage of the process. The same approach can be adopted with SMEs.
An effective Sales Process helps the sales function of a business take people from being prospects to customers in a consistent and effective manner. It also helps prevent time being wasted on prospects that are simply never going to be customers. Once in place a Sales Process can then be analyzed at each stage to measure effectiveness and
encourage continuous development.
Having a clearly defined Sales Process will allow average sales people to become great sales people and great sales people to become world class. And the best thing about having an effective Sales Process in place is that it becomes an integral part of the business and can't walk out of the door like sales people can.
Written by Ian Hargreaves
Managing Director of Next Level Business Development
0113 394 4559
Williamcept, 12 May 2016 12:40 AM:
I loved your forum.Thanks Again. Really Great. Paffrath