Most organizations recognize some need for a sales process, but recent research found that there is a divide between the use of sales process in high and low performing B2B sales companies. The Sales Management Association’s 2013 survey of 74 B2B sales companies shows that the use of sales process correlates with organizational performance. High performing companies are more likely to guide sales rep activity with formal sales processes, more likely to ensure that sales reps understand the sales processes the company implements and more likely to provide sales reps with adequate sales process training, according to the study.
Most organizations invest heavily in packaged sales methodologies & training programs. Unfortunately, this investment of time and resources rarely translates into field adoption. Consider reframing the way you look at your organization’s sales process. Think of the sales process as an overarching operating system (OS) for all customer-based activities that your organization does. Sales process and an OS share strikingly similar qualities — both manage resources and streamline complexity.
While sports analogies abound in business, soccer provides rather direct lessons for sales teams. The basics of attack and defend are core to coaching soccer and should be core to coaching sales reps.
Looking to transform your sales team? Are you ready? Notice the question was not about getting the team ready but literally getting YOU ready. Having a Big Idea is one thing, but making it happen is another.
You have a secret power—a power to dispel fear and make change a reality. As an executive, you can sponsor and lead initiatives to transform the future of your organization. If the memory of change initiatives gone awry is suddenly gripping you, consider the time in which you live. In today’s economic environment, can you afford to not lead change?