One of the biggest problems with today’s sales force is the reliance on tactics that were documented back in 1873. This tactic and process assume that the salesperson can do everything, including prospecting, negotiating, closing, demonstrating the product or service, following up, and taking care of the customer overall. Back in those days, that process worked, but the buying process has changed significantly. The sales process hasn’t kept up with those changes in the buying process, and as a result, this creates numerous bottlenecks in the buying process. Gil Cargill, interviewed by John Golden, explores how to create a sales process and stick to it for maximum results, more sales, and less wasted money.
This expert sales interview explores:
- Why a sales process is vital to the success
- Why so many sales teams don’t have sales processes
- The importance of starting now
The Importance of the Sales Process:
Research indicates that the highest performers and the most successful sales team have a well-defined process that everyone follows. In addition, they also have well-defined activities or steps that need to be completed within the process.
Lack of Sales Processes:
Considering the research that shows the importance of the sales process, it’s surprising that more teams don’t create, understand, and implement processes of their own. Part of that is resistance. The sales process has been fairly resisted by a lot of sales teams.
If you keep doing what you’re doing, where will you be at the end of the year? Most sales forces wait until they’re about two months away from the end of the year to acknowledge the fact that they’re not going to make it.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.