Sales processes have a huge impact on sales and profit performance; 30% of firms reported greater profits than those that do not consistently guide selling activity. However, enforcing the sales process is still a concern.
There are large performance gaps in sales processes around customer win-back sales and new customer sales. There’s also a large gap between companies’ expectations and the sales force’s understanding of the sales process. Closing these gaps and understanding the causes will help sales organizations operate more efficiently and effectively.
Make sure that everyone is on board with the sales process. Research showed some of the chief barriers were lack of sales force, lack of management oversight, and lack of training. Understanding those key items will make it much easier to successfully implement your sales process.
For a deeper dive into this research, and learn more from the entire webinar, review the recording: