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Blog

Insights from the field of Selling

The Value of a Defined Sales Process

2/27/2014

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A company cannot grow consistently unless the sales process is repeatable, non arbitrary, and aligned with how clients buy. That’s why companies investing in a defined sales process experience a minimum of 5-10% revenue growth when a formal process is followed consistently (Sales Leadership in Action, 2010). Organizations without a documented sales process often exhibit several common symptoms, such as a disconnected and manual approach to selling and a lengthy cycle time to find prospects, get quotes out the door, and close orders.

The Solution:
Companies, not just their sales organizations, need to map the critical client interactions that reinforce the value they deliver through their processes, products and services. The goal of a validated sales process is to make routine the manner in which the entire organization engages clients.  It’s a process designed to maximize each and every touchpoint they with a client and to thus drive greater buying commitment and post purchase satisfaction.

The Benefits of Designing and Implementing a Branded Sales Process:
  • Greater speed to decision and decreased length of sales cycles
  • Greater forecasting accuracy from understanding where each opportunity lies in its evolution
  • Greater execution from a what-to-do-and-when roadmap for salespeople, sales managers and other key roles
  • Articulates the most valuable touch points your organization has with clients
  • A defined set of coachable sales skills and actions (aligned with how clients buy)
  • A blueprint for the training you need to win along with defined roles for sales managers
  • Key ingredient to creating a sales culture for tenured reps as well as those new to the sales organization
For more information or support for developing your sales process, email us at info@prodirectcoach.com . 

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    Bill Walton Sales Training has over 60  years of collective Fortune 500 company experience in Sales, Sales Training and Field Sales Management. Our specialty is preparing individuals and organizations to present their value propositions in a way that results in higher close ratios. Our team are un-blurring the lines of differentiation between their client's fiercest competitors.

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