The dictionary defines process as a series of actions or steps taken in order to achieve a particular end. You are familiar with many kinds of processes: manufacturing processes, quality assurance processes, invoicing processes, etc.
What about a sales process? “The B2B, or business-to-business, sales process simply refers to the series of events, phases, or steps that occur when one business sells (or attempts to sell) a product or service to another business.” (By the way, a sales process shouldn’t be confused with a sales methodology. While a sales process refers to the steps taken to make the sale, the sales methodology “refers to the framework for how different parts of your sales process are actually carried out.”)
Does your business have a well-defined sales process? Is it necessary to have one? Based on the fact that a search for articles on “sales process” on the National Association of Sales Professionals website yields 890 results, the answer would appear to be a resounding “YES!”
Consider a cooking recipe. It defines the ingredients, the amounts and the step-by-step procedure for combining them and cooking them. If you expect the meal to be tasty, don’t you have to follow the recipe? The same is true with sales.
If you would like to know more about “cooking” up sales on a more consistent basis, please let me know. We can develop a process that helps your sales team produce more “appetizing” results.