CEO of SYSPRO USA, with a passion for team building, digital business, customer experience, sales enablement, and uplifting the community.
Considering sales are the lifeline for most companies, analysis and optimization of sales processes should be the most outcome-measured activity. However, in my many years of turning well-established companies around and helping startups succeed, I find business-to-business sales performance can be among the biggest downfalls for organizations.
In today’s market, I would argue efforts to sharpen your sales saw take on even more urgency. It’s vital to quickly assess where sales efforts are falling flat to make necessary course corrections. Often, I find this requires more than incremental changes; it requires a radical reinvention of the sales process.
Organizations must contact, qualify, develop and close business continuously and at scale while ensuring interactions are personalized, meaningful and dynamic. As if that’s not enough, they must do so by supporting multiple influencers, channels and buying options.
The reinvention process isn’t easy. The B2B sales process is complex, and it’s hard to know where to start. Top sales talent can be expensive and hard to come by. But perhaps the biggest challenge is coming to grips with the reality that there is no leniency in enterprise sales. There are so many things companies must get “right” to win the deal, and it’s an all-or-nothing proposition.
Here are four ways to (undauntedly) revamp your sales process:
1. Hire right from the start.
Talent management is a critical business function, especially for sales. Ensuring the right “fit” from the start can improve salesperson tenure and protect the bottom line.
One of the first changes I made to revamp my own sales hiring process was to eliminate every recruitment agency we worked with. I worked with our human resources department to develop a