Sales Training Article: 3 Levers to Rev Up Your Sales Process

Sales Training Article: Need Economic Recovery? 3 Levers to Rev Up Your Sales Process

Originally published by John Kenney, Sales Benchmark Index (SBI)

The biggest challenge in successfully implementing a sales process today is uncertainty about the economy. In a white paper published by the Aberdeen Group, 71% of the sales leaders surveyed named “uncertain economic recovery” ahead of the usual suspects: longer buying cycles, weak talent pool, and competitive attacks. In spite of the relentless economic headwind, world-class sales organizations continue to make their numbers and grow revenue. What are they doing that sets them apart?
 
Best-in-class sales organizations share many common traits, but they work 3 levers in harmony to deliver top performance.


 
Lever 1: Formal Sales Process – A formal sales methodology - either homegrown or from an external provider is the prerequisite for success. 83% of the Best-in-Class sales organizations (measured by quota performance, average deal size and lead conversions) rely on a predictable, repeatable sale process to achieve business results. A formal sales process, mapped to the customers’ buying process and defined by clear exit criteria at each stage is a basic requirement. Even 67% of Laggards have implemented one. What else separates Best-in-Class from the Laggards?

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