Working in the field of sales is great. Every day brings something new. Since this constant change directly affects sales people and their organizations, by extension it affects the sales process.
Some organizations avoid the entire issue by letting people do what they want. They see this as their way to avoid the need to correct or make changes – sometimes known as the don’t-fix-what-ain’t-broke mentality. This might be fine for your top sales reps, but not everyone can be a superstar. Maybe, if you it isn’t broke, you should break it.
Just as with other company processes, the only way to sell successfully is via a specific sales process – workflows, contingencies, resources, CRM, training, and so on. However, establishing a formal sales process also requires a regular review and update to adjust to changing buyers, competitors, markets, and more importantly, customers’ expectations and preferences. Otherwise, the process doesn’t reflect current reality.
Standardizing your sales process and fine-tuning it on a regular basis, allows your organization to stay in and win the ballgame. This is where a good CRM married with the right sales process can help capture and identify shifts; but only if you look at each sale regardless of outcome – win or lose. A dynamic and evolving sales process should work for you, not against you.
As Mitchell Osak suggests in his January 2013 Executive post, “Sales strategies for a zero-growth world,” sales process retooling is a way to:
- Increase productivity
- Instill agility
- Cut costs
Whether you retool the RFP process, improve territory management, create dedicated sales teams, or take other actions, a regular review and update allows your sales process to evolve dynamically within changing markets. Sure, you have to invest time and effort; but the return on investment is worth it.
Don’t let your sales process become stagnant. We offer sales and marketing assistance to help you build strategic alliances, power partnerships, and a strong sales team. Contact us today for assistance in developing or reviewing your sales process and marketing strategies.