Top 10 Indicators that You Need a Sales Process

sales-process-consulting.jpg

richardsonsalestraining

Share on LinkedInShare on TwitterShare on Facebook

If you’ve managed sales teams for a long time, you begin to accumulate knowledge of the warning signs that a sales process is either ineffective or nonexistent. The importance of a sales process – that is, what will be done to work a deal to closure – should not be underestimated.

These are the top ten signs that a sales process is needed in your organization:

  1. Inaccurate forecasts and deals continue to appear in the pipeline quarter after quarter
  2. Sales cycles vary greatly and lack consistency across similar markets and solutions
  3. Use of the words “ I think” when reps describe their deals, and a missing buyer’s point of view in their explanations
  4. Absence of a clear strategy or set of guidelines when reps describe how they plan to win
  5. Reps are stuck in reactive mode rather than controlling the next steps
  6. Most of the opportunities being worked are lost at the very end of the sales cycle
  7. Reps state your solution’s features as what is driving the customers to evaluate your offering
  8. Your organization seems to have a low deal capacity per rep
  9. There is no common language when reps are explaining deals to the needed resources
  10. Reps are rushing to demos and meetings, or doing proposals as a key selling event with little knowledge of the key strategic initiatives, priorities or needs of the organization and/or key stakeholders
Do any of these indicators look familiar? Take a moment to reflect on how your reps work deals and manage their sales cycles. It’s possible you’ll need a sales process that will help you establish a framework for more accurate sales forecasting and achieving your goals.
Share on LinkedInShare on TwitterShare on Facebook
optimize your sales process

Sales Process Consulting Brochure

Let us help you develop a sales process that is flexible to adapt to your customer changing needs, and structured to drive consistent, measurable outcomes across the organization.

Download

Resources You Might Be Interested In

woman sitting at an office desk surrounded by abstract graphs signifying the importance of data in revenue intelligence

What is Revenue Intelligence?

Learn how revenue intelligence uses AI and data analytics to extract insights from sales, marketing, and CS efforts to drive growth and profitability.

Blog

young revenue operations and sales operations professionals sitting together at a modern desk working together to optimize their organization's sales efforts

Revenue Operations vs. Sales Operations

Explore the differences between SalesOps and RevOps, and learn how each optimizes processes, enhances efficiency, and uses data to drive revenue.

Blog

Brief: The 10 Characteristics of an Agile Seller

Learn the ten characteristics of an agile seller and why agility is the key to winning any sales pursuit.

Brief

Solutions You Might Be Interested In