Sales process design

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.