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.
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:
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.