Sales People ask themselves daily thousands of stuff that limit their performance. Do we follow up on the prospect today, tomorrow or later? Do we drop this prospect or keep persisting? With handful of sales people, depending on the hunch of the salesperson seems an adequate approach – As it’s hard to see the variability. But analyzing enough leads and prospects continuously will draw a pattern of a process.
Strong sales organizations understand the importance of a good, repeatable, simple, processes to remove the selling friction and provide visibility.Such pattern when mapped, refined, and optimized with on-ground sales insights would then easily bridge the gap between rainmakers and the middle 70%. Our cases have indicated that such standardized structured process had increased sales by 55% as average within different industries even when rainmakers are in their bad days.