The Right Sales Process
The sales process is the foundation for your success -– or failure. The right sales process that is competitive drives and enforces specific behaviors throughout the sales cycle that cause you to win. The problem is, most sales processes don’t do this.
Many sales processes used by companies actually encourage the wrong customer behavior. They fail to address the entire sales cycle, force sales reps into a reactionary mode, and leave them administering the sale rather than driving it.
What’s more, sales processes are not one-size-fits-all. You cannot get the right competitive sales process from a book, blog, or conference. There are simply too many nuances specific to your company’s sale and the way your customers buy.
Understanding the Competitive Sales Cycle & Process
McLean Performance has been creating the right sales process and educating teams on the sales cycle for companies for almost 30 years. We create a custom sales process that maps to, and allows you to manage, your customer’s buying cycle all the way through to the win. (Learn about Managing the Sales Cycle).
After the right steps in a sales process have been established, it’s imperative that your sales force has the right sales tools and training to carry it out effectively and consistently. Otherwise, it’s like sending unarmed, untrained soldiers to the battlefield -- and you’d never do that.