How do you design a Sales Process that will actually be adopted by your Sales team? It can be an uphill task and one of our clients took this literally and climbed a mountain to help build a better Sales Process.
Why the Sales Process isn’t used
Many organisations that have a Sales Process find it is used only partially if at all by the Sales team. People fail to use the process for various reasons. It may be a process designed by senior managers and imposed on an unwilling Sales team who don’t see the benefit. It may have even been designed bottom-up but nevertheless failed to get broad buy-in. Either way, an organisation with no Sales process or a failing one will face problems regarding opportunity qualification, forecast reliability and win rate.Read More