The Value of a Defined Sales Process

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