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🎧 The Most Overlooked Aspect of Sales: Process Adherence
Podcast Sales Leadership / PodCast / Nov 28, 2023 / Posted by Spencer Wixom / 29

🎧 The Most Overlooked Aspect of Sales: Process Adherence


Sales process adherence is crucial for the success of any sales organization. However, many organizations struggle to implement and maintain a consistent sales process. In this podcast interview, Spencer Wixom, President & CEO of The Brooks Group, shares his insights on the importance of sales process adherence and how to overcome the challenges of implementation and execution.

Wixom emphasizes the importance of the following three basic rules for sales process adherence:

  • Do not skip steps.
  • Complete each step before moving on.
  • Ensure that both the salesperson and the customer are in the same step at the same time.

By following these rules, sales organizations can avoid confusion and misinterpretation and ensure that their customers have a positive sales experience.

Wixom also discusses the importance of adapting the sales process to changing market dynamics. In today’s rapidly changing business environment, it is essential to revisit and tweak the sales process regularly to ensure that it is aligned with the current needs of customers and the competitive landscape.

Finally, Wixom discusses the importance of investing in sales team skill development. He argues that the best salespeople are curious and intellectually curious about their prospects’ businesses and the business world in general. He also notes the decline in listening skills and emphasizes the importance of investing in sales team skills development, especially during tough times.

If you are looking to improve your sales process adherence or invest in sales team skills development, this podcast interview with Spencer Wixom is a must-listen.

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About Author

Spencer Wixom is the President & CEO of The Brooks Group. He has spent the last 16 years of his career as a sales researcher, trainer and sales executive. His passion is trying to understand what makes people in the selling profession tick. This journey has taken him across North and South America, Europe, Asia and Australia, working with sellers and sales leaders in 58 countries, dozens of industries, and from start-up businesses to Fortune 50 corporations. He has watched sellers struggle in crisis markets and thrive in boom times, been part of the launch of some of the profession’s most groundbreaking research and led everything from newly minted SDRs churning away in phone call sprints to specialized enterprise sales teams collaborating on billion-dollar RFPs.


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