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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