A sales department is the engine of your business. As a sum of interlocking and connected parts, if something goes amiss it stops operating at full strength (or just ceases altogether). That's why it needs a solid system to run off – your sales process.
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The journey that a buyer takes to evaluate and make a purchase has changed significantly over the past 10 to 20 years. Unfortunately, the sales process within many organisations – particularly ones that are large and well established – remain traditional in their approach.
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Is business slowing down? Are you experiencing sluggish revenue growth? It might be time to review your sales process.
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The sales industry is shrouded in stereotypes. Many outsiders perceive sales to be a world of fast-talking glamour – all sharp suits and shiny smiles.
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The power of an effective sales process cannot be understated. From increased productivity to improved staff engagement, the benefits are far reaching. And the best benefit of all? More revenue.
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When it comes to your sales process, the old adage that “something is better than nothing” doesn’t quite cut the mustard. In fact, an ineffective sales process causes just as many problems as a non-existent sales process.
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The ‘successful salesperson stereotype’ is widely recognised throughout the sales community and society at large.
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The vast majority of businesses we come into contact with (around 90%) either do not have a sales process or erroneously believe that the process they do have is effective (when in reality it’s the opposite).
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The mind is a powerful thing. The way you think about a particular goal or task can have an enormous impact on the outcome. Take sales, for example; a salesperson’s success is 80 per cent attributed to their mindset.
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As soon as people discover that creating a sales process is integral to sales success, they immediately ask the question, “how do I create one?”
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