Altering the Sales Process to Overcome Obstacles
A sales process, by design, should be tuned in order to get the most desirable results according to your company strategy.
It should already encompass many considerations and sales methodologies, well in advance of its actual execution. A lot of thought goes into the sales model. So what happens when your results are tepid and you’re not generating many sales? How do you know when it’s your employees, versus a procedural issue?
If you have employees that have been successful elsewhere and are, as a whole, struggling with your sales process, there may be an underlying issue. Changing the process is a vast undertaking and should only be done when absolutely necessary.
Assuming that you have the right core of employees, through employee development and a changeover of the sales process, you can certainly overcome poor sales figures. For more information on this subject, watch the video from OpenView Labs featuring Rich Chiarello.
With only lagging metrics in their toolset, customer success leaders can’t really drive strategy at the executive level. Here’s Chris Hicken, former president at UserTesting, on how to change that.