I ran across a great post today by one of my favorite Sales Bloggers, S. Anthony Iannarino of The Sales Blog. If you are in sales or sales management and have not subscribed to this blog – do it immediately. The jist of this post was that most of us have a sales process, but few of us use it and even fewer work to tweak and improve use and adoption. These points struck me in particular:
- “Salespeople make too much of their sales process, and sales managers too little. Having a sales process and not using it is the same as not having a sales process. It means you aren’t following your best practices for stacking the deck in your favor, and there is no reason not to do so.”
- “Salespeople aren’t avoiding the sales process; they’re avoiding asking for and obtaining the commitments that they need and that are embedded in the sales process.”
Are you leveraging and repeating your best sales cycles into all sales cycles? Are you gaining the commitments from your clients early in the sale to ensure a higher close ratio?
These are questions that we can all benefit from reviewing.
Give this post, “A Sales Process in Peril,” a read and become a subscriber. Anthony always has great information!