Sales Process vs. Seniority – Sales eXchange – 58 - The Pipeline | Small business news; tips; networking

Posted by SellBetter under Sales
From http://www.sellbetter.ca 5211 days ago
Made Hot by: lovedthisarticle! on August 17, 2010 7:27 am

If the sales process is not for everybody on the sales team, how do you determine who it is for. Is experience a factor, or should it be purely based on numbers? Or is it in fact to be adhered to by all?

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Written by ShawnHessinger
5211 days ago

Tibor and Duncan,

Both of you raise good points. I guess my concern is that processes can become stagnant in larger organizations and I'm not certain sales has that much in common with either of the examples you've raised. Tibor, most sports are based on confining principles that make conforming part of the pattern of success. Until the rules of the game are changed, some sort of refereeing or mediation guarantees success is dependent upon following them. Duncan, in medicine certain approaches are not permitted based on a professional consensus and a body of ethics and new procedures must be proved and become part of this consensus. But when running a business, customers define the reality of success or failure without restraint. This is a completely different system and one that selects for extinction all those who do not meet the fickle whims of that customer. The tendency of a sales process to take too long to adjust to changes in the market seems great to me. It is the reason small businesses tend to be more maneuverable than large ones. The quicker a process can be changed to meet the reality of changing results in the market the better.

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