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The Sales Process
In simple terms, the sales process is nothing more then an outline of the how you move the sale from one stage to the next, hopefully to a conclusion that is good for both you and the customer.
Owning your sales process is key to producing manageable repeatable results. The importance of owning the sales process is key to the develop of successful salespeople and a successful sales team. You can’t count on finding a group of salespeople that have mastered the process, you have to create it. Take their 
talent and make it better. As a sales leader, you have to do the same thing within your organization you expect your favorite sports teams to do. Develop a good system and find the right talent to execute it.
- In this podcast we look at;
- The 6 most prevalent myths about the sales process
- A basic sales process model used today
- A modified sales process I use and examine the process of making it your own
- How to use the sales process to manage and lead your team to success
Recommended Reading
The book I would like to recommend is not directly related to the sales process, but I feel it’s and important book for you to read. The book is Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
examine your sales development by looking at the challenges all sales organizations are facing today. One of the questions the book explores is Perhaps the time has come to ask the most basic question of all – what is the purpose of a sales force? I think the information you get will be well worth the price. This book will give you a lot of insight on the drivers of value creation.
The book retails for $24.95 and if you use my affiliate link you can get it for $16.39. By buying the book using my link, you save money and the show get’s a small commission. A way to keep the free information coming.
Another book by Neil Rackham that I talked about in this podcast was Spin Selling. Her is a link to the book on Amazon. SPIN Selling
considered by many on of the essential books on sales. The book is the result of the Huthwaite corporation’s massive 12-year, $1-million dollar research into effective sales performance.
Related Podcast:
SMW 004 Sales Recruiting – Hire The Right Sales Person Part One
SMW 005 Sales Recruiting – Hiring The Right Sales Person Part Two
Related Blog Post
Create a Customer Profile to Improve Results
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