It used to be a joke among a small group of people… The Sales Process Club. I met one of the original members more than a decade ago at an industry conference where we both were speakers. I was sharing some of my early thinking on sales processes and their importance to sales performance, and my newfound friend smiled and said, “Hey, you should join our club.”
“Which club is that?” I asked. “The Sales Process Club,” he responded. “It’s a group of like-minded folks who are certain that sales processes are crucial to consistent performance and that all sales forces should be maniacally defining and measuring their processes. We’re big believers… And you can join the club too.” He paused and smiled more broadly. “And if YOU join, then there will be about 10 members on the entire planet!” He laughed riotously before continuing.
“Every year we get together say to one another, ‘This is FINALLY going to be the year that sales processes will become important. FINALLY sales leaders are going to deploy formal processes that they sincerely expect their salespeople to follow. FINALLY they’re going to start measuring what their sellers actually do, rather than just begging … Read the rest