Process Is A Sales Leader's Best Friend
Today I want to talk about process—specifically, its importance in the complete sales operating system®. For those who have been following me, you know by now that I am methodical in my approach to business and solving problems, and I firmly believe doing this can dramatically increase the revenue of your business. This is one of the reasons I am so attracted to EOS®(Entrepreneurial Operating System) and CEB (Now Gartner.) In general, you should document all your top 6-10 core processes across the company and make sure they are followed by all. When something goes wrong, I ask, “Did we follow the process?” If some say no, then there you go—that’s why it didn’t work. To those who say yes, I then ask, “Where did the process break down and what do we need to change going forward?”Now you can speak to 100 different sales leaders, and they will all give you different opinions on the sales process. Here are some key things I make sure I look at whenever I’m developing a new process:
- Understand your customer’s buying process and spend time with them. Include sales and ask a lot of questions with no preconceived
- Realize that each company’s sales process is unique, and not cookie-cutter.
- Have clear exit criteria per stage.
- Use customer verifiers as recommended by CEB (Challenger Selling).
- Allow resource allocation to be driven by stage.
There are many other things I look at when developing a new sales process and keep in mind that this is just one of the 15 necessary items you need to examine and address to maximise revenue for the company. It’s not just process, tools, or training—it’s a comprehensive approach. Having a well-thought-out sales process that is understood and followed by all removes chaos and gives you needed predictability in running your business.Deliverables Sample: