Most early-stage companies struggle to repeat a sales process that leads to consistent revenue and outcomes. Instead, sellers work in an ad-hoc
manner, and best practices for engaging buyers live in the heads of the founders, a few executives and early sellers. Lacking a documented easy-to-follow sales process, new reps continue with the ad-hoc approach.
Without clear documentation of the buyer’s decision-making process, reps struggle to determine the most effective path to deals. In turn, they are challenged to move deals forward as quickly as possible and confidently forecast revenue.
Scale EIR Robert Kohler encountered this situation in countless early stage companies. By surfacing and addressing five common challenges, he’s empowered these companies to consistently advance opportunities and produce more reliable revenue forecasts. It’s no wonder: research from the likes of the Harvard Business Review shows that businesses with a standardized sales process see up to 28% higher revenue compared to those that do not.
Read more about the process and how to reduce deals dropping out of the funnel by 18%.