Top 10 Indicators that You Need a Sales Process
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 organisation:
- Inaccurate forecasts and deals continue to appear in the pipeline quarter after quarter
- Sales cycles vary greatly and lack consistency across similar markets and solutions
- Use of the words “ I think” when reps describe their deals, and a missing buyer’s point of view in their explanations
- Absence of a clear strategy or set of guidelines when reps describe how they plan to win
- Reps are stuck in reactive mode rather than controlling the next steps
- Most of the opportunities being worked are lost at the very end of the sales cycle
- Reps state your solution’s features as what is driving the customers to evaluate your offering
- Your organisation seems to have a low deal capacity per rep
- There is no common language when reps are explaining deals to the needed resources
- 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 organisation and/or key stakeholders
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