Business is full of processes. It’s how we create efficiencies, measure results, and train new people joining the company.
However, it’s amazing how many people look at me blankly when I ask if they have a sales process.
Without a sales process, you’re ‘winging it’.
I have been asked this question a lot lately. Over the years I have seen hundreds of proposals. Some have been very poorly written proposals that instantly turn a buyer off, others were really well structured proposals that help make the buying decision easier.
A strategy is a plan of action designed to achieve a long-term or overall aim (Oxford Dictionary).
You’ll find strategies everywhere, from business to board games to battles.
Research would suggest that having a set sales process adds anywhere from 18% to over 50% to your sales results.
BUT there are also losses and restrictions that come from that structure that many love dearly.
