Should your company adopt a sales methodology and a sales process? We say yes.

Should your company adopt a sales methodology and a sales process? We say yes.

You are probably thinking: “Why should I spent time building a sales process and adopting a complex sales methodology at this stage of my company? We are growing fast, beating our forecasts at every quarter, and need to prioritize hiring more salespeople to manage the volume of leads.” Sales process and methodology are usually undervalued by sales leadership. The reality is that the growth factor obscures one of the most important measurements of successful business: sales productivity.

 

How Does the Customer Drive a Strategic Sales Process?

How Does the Customer Drive a Strategic Sales Process?

There’s something boring about defining and using a sales process in your sales management practice using a CRM. Many see this effort as an administrative requirement from finance and senior executives to report the weekly and monthly forecast. But you need a process that allows you to assess the risk by understanding the actions that the customer took to determine which solution would solve their internal pressures. The most accurate way to forecast a deal is to map out your sales process based on your customers’ buying activities (sometimes called the “customer journey”).

How to leverage sales tools to establish sustainable coaching practices and enhance productivity

How to leverage sales tools to establish sustainable coaching practices and enhance productivity

You’re wondering: Why is my sales team losing the productivity battle when we have built processes and invested in tools to help us manage our time and focus on the right deals? I’m sure you made an effort to define core operational metrics for your sales team and prepared reports and dashboards to help them to focus their energy and attention. But you recently increased the sales budget and suddenly don’t feel confident that your team can achieve the new quota, even after investing in the latest tools to support productivity.