I just finished participating in two Funnel AuditsTM with a client of mine in the chemical industry, and I am reminded that a simple sales process is a powerful tool for effective coaching.
The sales director lead the Audits and did a wonderful job of fulfilling his purpose - helping his salespeople see things they aren't seeing regarding their funnels and their deals. His simple questions got to the heart of the issues. His salespeople diagnosed better. Better diagnosis set up a better sales strategy for each deal we reviewed.
Let me know if you think a simple sales process is more effective than a complex one and share your experiences with either type. Tell me what simple or complex looks like. Thanks.
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A simple sales process IMHO works best. The problem is, most struggling sales people are finding it difficult to sell in today's environment because they lack the knowledge of what a true sales process is. They are driving to a destination (the close) with understanding how to read a road map or how to use a compass.
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