(Re)Define Your Sales Process

Just like any other functional area of a business, a process for selling is foundational to ensure repeatable and scalable growth.  Of course, talent is also required for successful outcomes, though having a defined process will inform you what is the right type of talent to hire and otherwise train and develop.

We've seen this time and time again, an ill-defined process for selling leads to inconsistent results across the selling organization.  When this occurs, growth is uneven at best and certainly unoptimized.  In other cases, the lack of definition of sale process creates an inconsistent customer experience or in worst cases sales teams chase every opportunity regardless of it being economically viable for the company (much less the customer).

Sales process definition needs to start by understanding how your target customers execute their buying process.  Mirroring this and supporting it in a way that is valuable to the customer creates the best right win-win scenarios where growth becomes repeatable and sustainable.  Furthermore, a well-defined sales process should inform the entire organization what are the best opportunities to pursue, and which aren't!  In short, doing this will enable better alignment of your entire organization and the best right investments to make to facilitate growth of your top and bottom line.