There's a reason why teachers instruct students to make an outline before they start writing a paper. With a defined outline, writers ensure they address each point in the correct order. Without an outline, writers sometimes forget to include a crucial argument, or construct their paper in an illogical manner.
Think of a defined sales process as the outline of selling.
Without a concrete sales process, reps create their own strategies, which gives rise to two negative results:
- Depending on how the rep approaches sales, they might provide a bad experience for the buyer
- Sales managers can't glean team-wide data
If your team doesn't work from a standardized sales process, check out the visual template below. The graphic depicts a basic 10-step sales process:
- Identify Pain and Needs
- Handle Objections
- Issue Proposal
- Deliver Product/Service
Working from this template, you can customize a sales process that will work for your team. Too many steps? Cut a few. Too few? Add some. But whatever you do, define a sales process -- and hold reps to it.