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Over 5,000 sales leaders shared their biggest obstacles during SBI’s 7th Annual Sales Research Study. “Sales process execution” was stated as one of those. It had surfaced as a bigger execution gap than years past. The sales force is trying harder to execute and not seeing a return. While execution matters, if you have a dated sales process, you will not generate a result. Today’s informed, socially connected buyers do not respond to traditional selling methods. This is a misalignment with the buyer.
What options do you have?
The Modernized Sales Process
World class sales leaders have gone to an Agile Sales Process. Agile is an approach borrowed from the software development industry. Imagine rolling out a new product and never testing it. Agile is built on the same philosophy. It is focused on speed and flexibility. The focus is on the transfer of knowledge and adapting to a rapidly changing buyer environment. You must build your sales process for change not a static moment in time. It is focused on customers and built by the team. Here is how:
The modern approach to sales process is to build a custom sales process using the following 5 steps:
The sales team now views sales process as a system that is always changing. They are expecting modifications from V1 to V2 to V3 as the buyer changes. They become more nimble and more adaptive to change.
The research from our study shows that Custom Sales Process works. The summary of the findings show companies with Custom Sales Process realize:
• 33% higher win rates
• 20% shorter sales cycles
• More than 6X higher probability of success
• 51% less time to result
• 19% greater quota attainment with multiple sales processes than a single sales process
Give your sales force an adaptive sales process aligned to the buyer.
Call to Action
To see before and after results from companies who implemented an Agile Sales Process, register to review the Annual Sales Research here. In addition, if you would like to download a copy of our recent research and learn more about the latest release of Microsoft Dynamics CRM 2013, please register for the Global Premiere Event, live from Barcelona, November 4th. Register today!
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