On August 24, 2009
Is Your Sales Process Broken?
Your sales process may be badly broken… and might not know it! Sales processes are like filters through which you view the customer world. You may be seeing “normal” attrition in your pipeline when, in fact, a better process might convert twice as many prospects. How, then, do you tell if a sales process is broken? The best way is measure its performance against that of a similar group using a different process. However, that’s not always possible. Failing that, here are the four red flags that a sales process may be badly broken. Red Flag #1: Your sales process was written by top management. In most cases, top management is not close enough to the customer to define an…
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