Is Sales Process Worth it?

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  dg@...

  03/07/08 | Report as spam

  Every organization needs a baseline

  I've been on both sides as both a Rep and as a Principle/Manager of a Sales Consulting firm.
  
  On the positive side, the Reps (especially less experienced ones or those new to the industry) need to know what the general protocol is for cultivating a sale in that business so as to maximize activities/contacts. The goal should be to efficiently shorten the sales cycle while maintaining integrity and genuine customer focus (not, "How can I promise the moon to close the deal so I can win the end of the month contest?")
  There needs to be a target audience (or in some, more complex sales, multiple audiences) high enough up in the organization, a stated and quantified series of next steps, and a reasonable point at which a close can be expected (or the proposal fined tuned so that a close is forthcoming). With experience, the "Sales Process" will become intuitive and natural for the Rep.
  When utilized properly Management can effectively use analysis of the Sales Process to monitor progress and to step in when needed to assist in closing a sale. And having a Sales Process in place is especially valuable for smaller companies who may have people acting in sales roles who do not necessarily have sales experience.
  
  I agree that customer information needs to be accessible and kept up to date for the benefit of both sides. On the down side however, sometimes a company will institute what is euphemistically being called a "Sales Process" comprised mostly of some expensive CRM software (formerly known as SFA or Sales Force Automation) designed to "make the sales process more efficient" which, in my experience, only leads to two things (neither one good). (Unless you have a sale which is NOT relationship driven, long term or complex and can be done by most anyone with a pulse)
  
  1.) It sets up an environment of Big Brother micromanagement- Reps (especially good ones) HATE to be micromanaged.
  Will it weed out the ones who are not making the minimum or quality calls? Yes, but it will also tick off the best reps and decrease their productivity managing minutiae instead of doing what they do best which is SELL.
  2.) It is not likely to provide Management with the data for analysis that they were hopeful of when purchasing the magic CRM system-
  Garbage in, Garbage Out-
  The reps will input what management wants to hear whether it is reality or not.
  (Sorry, CRM Sales Reps, but I've been doing this for 'alotta years)
  
  The bottom line is yes, when structured properly, with the best intentions, and with input from all involved having a Sales Process is integral to the growth of any business.