A sales process. Do you have one? Do you need one? (the answer is an unequivocal yes).

Do you hold your team accountable to it? (the answer is mostly No!!)

In my work with clients we spend roughly 20% designing a world class sales process and 80% enforcing the sales process. The use of enforcing is deliberate because it is all about accountability.

Clearly the reason for having a sales process is to generate More Sales. More Consistently. In Less Time. It’s that simple and it works. The research clearly proves that those with a dynamic sales process outperform those without by up to 50%. That is the best reason in the world to hold yourself and your team accountable to the process.

What is accountability?

It is what I refer to as the weekly sales pipeline audit.

It’s simple and effective..

1. Check the opportunity stage
2. Check if there is a next action scheduled
3. Check that the next action is aligned to the sales process
4. Check that all previous actions were aligned to the sales process

For example let’s assume your opportunity is at 50% stage and this is your proposal or quotation stage.

A dynamic sales process will ensure that in order to justify this rating your sales person will have confirmed a number of steps with your buyer

• They are the Key Decision Maker
• All of the stakeholders are known
• There is a clear need we can address
• There is a clear Value Proposition and Business Case agreed
• The impact of our solution has been agreed and where possible is measurable
• All known objections / barriers have been identified
• The competition have been identified
• The solution aligns with an organisational priority or goal

Accountability means that if these steps have not been confirmed the sales process is not being followed correctly.

Now as a leader you get to coach, align and hold accountable those who don’t play by the rules..

Being a sales leader can be tough. Having a team without accountability is so much tougher.

Best regards;

Ronan

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Website http://www.insthinktive.com

“More Sales. More Consistently. In Less Time”