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Friday, January 12, 2007

Why Sales isn't process driven 

Steve Jones
I'd say that for most Services the concept of "Goals" will be more useful than the concept of "Process".

. . .

Now I'm not going to say that there is no such thing within an organisation as a sales process, of course there is, but what I'm saying is that this isn't actually the important factor when looking at the success or failure of a sales organisation. Having a process that says "Stage 3 - Agreed issue with client" and "Stage 9 - Contract Signed" isn't the thing that actually drives successful sales.

No its sales people, sales targets, bonuses and most importantly goal driven behaviour that is the important factor in sales. Understanding what the goals are is much more important that understanding what the process is, different people will have massively different approaches to the selling process and while they will move from one step to another and this will give you the ability to measure and audit their performance it will not give you the ability to help focus or improve it.

Topics: Meaning | Design | Architecture


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