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:
Bill Walton Sales Training is a Client Acquisition training and coaching firm with over 20 years of experience in helping sales and account professionals connect with ideal clients.
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