In sales, the main objective is to WIN the deal. In our experience working with many great sales teams, we’ve found one overarching commonality: If you want to win, you must always know where you are in your organization’s sales process, and what next steps are necessary to effectively close the deal.

The concept of a sales process is not new. It’s been around for a long time for a reason—it works. A sales process works for direct sales, inside sales, channel sales or internet sales. It works whether your sales price is $10 or $500,000. We guarantee that if you honestly look at your sales successes, you will see that they’ve been based on a series of steps that you replicated from deal to deal.

So, what makes up a winning sales process?

  • Clearly defined steps
  • Goals for each step, such as:
    • Key activities and milestones
    • Key actions to be completed
    • Sales tools
    • CRM integration

Some of the biggest mistakes we see that individuals or organizations make if they do already have a sales process in place include:

  • Skipping steps, or key activities within a step. You lose deals by doing this!
  • Forcing a canned sales process or methodology onto the sales team that isn’t tailored to the organization’s short-term and long-term goals
  • A lack of training for sales professionals on the steps, activities, and tools in their sales process

Understanding your customer (WHO you sell to) and understanding your solution (WHAT you sell) is a clear competitive factor. By institutionalizing a customized, defined sales process (HOW you sell), you can streamline your sales force and reduce costs, increase win rates and watch your organization efficiently scale and grow.

Louis Partenza is a sales and business consultant and partner of Activate Group Inc, based in Miami, Florida. Activate Group brings science to the art of selling. We help you develop the strategy, implement a practical process and build sales skills to rise to the top of your game, hit your numbers and make quota. We help sales organizations drive revenue, predictability, operational efficiency and superior performance. Learn more about how we can help.

Business Coach, Business Execution, Sales

About Howard M. Shore

Howard M. Shore is a Certified Gazelles Coach, Certified Public Accountant Certified Executive Coach, Certified Behavioral Analyst, Certified Values Analyst, and Certified Attributes Index Analyst. He has earned Bachelor and MBA degrees from Florida International University, and completed advanced executive programs at Harvard Law School and the University of Chicago.