Do this exercise. Gather your sales team together and ask them:
“Everyone please document your sales process.”
What answers do you think you will get? Will you get similar sales processes from the group? Will your more effective sales people have a different process than your ineffective sales people?
Now ask yourself: why don’t you have a sales process? Managing a sales team without one is the same as a doctor doing surgery without a thought on what the process would be. If you knew the doctor had no process for the surgery, would you let them operate on you?
So why are you letting your people sell without one?
You cannot operate an effective sales culture without a documented sales process that everyone is following.
Given all of this, nearly 100% of our clients do not have a documented sales process at all before they start with us.
Are you going to keep struggling with sales malpractice, or are you going to get it fixed?
Whether you have a loose sales process or a well-defined one, click here to measure the effectiveness of your process using our Sales Process Grader.