Companies that deploy a formal sales process, when compared to the mean, win 48% more, have sales cycles 37% shorter and generate 2x the revenue per head. The reason they have been able to consistently produce above average results is due in part because they have a formal sales methodology that the sales follow to manage their opportunities.
Sales process is focused on having a clear understanding of the customers buying process, mapping the company’s sales process directly to it, defining the work flows an opportunity needs to adheres to, and managing to the mission critical process of accelerating an opportunity from one stage to the next.
A Sales Process that is Properly Followed Produces these Results:
- An improvement in forecasting accuracy
- Repeatability of successes
- Sales managers converting from administrators to effective coaches
- Higher customer satisfaction due to improved rep professionalism