Of course there are processes in sales! The questions are: Do Sales Forces care about them? Do sales managers know, coach and monitor them? Do sales professionals follow them?
Research shows the answer to these questions is all too often “No”. Although most everyone knows they should, the vast majority of us sales professionals do not understand the importance of processes and have little interest in taking the time to follow them.
This was okay for many years. Back when sales seemed simpler and the sales processes, sales call management process or other processes – where easy enough to follow with little training.
Sales excellence blog