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Do you have a defined sales process?

Every corporation, large or small, has a sales process. The question is, has it been defined and do you follow it to your advantage?  If you control the sales process, you control your future.  Sometimes called steps, sales is always a process.  Sales processes should be thought of as being similar to manufacturing, quality control, customer service or finance processes.  We explored this subject with Michael Alexander, Advisory to the Sales Lead Management Association on a CRM Radio program back in April. 

Why it’s Important:

“If you have not defined a sales process you are not running a business, you are running a lottery.”

Michael Alexander [1]

You can’t allow the salespeople to define their own process.  There is an ideal sales process for your products and sales cycle; define it and codify it in your CRM and marketing automation software.  Teach the salespeople this custom process and make sure they adhere to it; drill it into them.   When sales are down, review each step in the process and determine the point(s) of failure.  

Yes, we have been hammering this of late in blog entries and the Radio/Podcast programming. This particular entry is published in a new ebook.   The quote above is found in: 

"How to Turn Around Failing Sales"  Fifty-six reasons companies fail to reach revenue forecasts and what to do about them.

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If You don't have a Sales Process, You're Participating in a Lottery - Mike Alexander on CRM Radio

[i] Alexander, Michael, Private Trust Management Group, Are you Running a Business or a Lottery? CRM Radio March 30, 2017

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