The Seven Habits of Highly Effective Sales Processes
There are quite a few pieces to the sales performance improvement puzzle – face-to-face selling skills, management style, coaching, account strategy, and so on. One piece that doesn’t get much attention is the sales process. The simplest definition of “sales process” is “a linked group of tasks that together create customer value.”
Some sales processes are more effective than others. In his book, Rethinking the Sales Force, Huthwaite founder Neil Rackham asks seven questions that can help you evaluate your organization’s sales process:
1. |
Does your sales process reflect your customers’ acquisition process? |
2. |
Is your process self-correcting? |
3. |
Does your process create value? |
4. |
Does your process increase efficiency? |
5. |
Does your process allow mortals to succeed? |
6. |
Is your process scaleable? |
7. |
Are your milestones objectively measurable events? |