When fully adopted, a realistic, well-designed sales process is the foundation for scalable, efficient growth.
The sales process allows organizations to:
- Create a common terminology for describing sales opportunities
- Map actions to the customer’s buying process
- Codify best sales practices
- Determine where the buyer is in an engagement and the next best action
- Accurately measure and forecast pipeline revenue
Lagging organizations think of a sales process as a compliance box to be checked. Leaders see a well-defined, documented and reinforced sales process as a force multiplier and differentiator that accelerates scalable, efficient revenue.
