Tweet

12 Questions About Your Sales Process

Guest post by: Dave Kurlan

Article Overview: Most sales people don't follow a process, those that do often confuse a sales process with a methodology. The process is the sequence of steps, "to-dos", milestones and goals that must be reached. The methodology is the technique you use to execute those steps.

12 Questions About Your Sales Process

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

Today I worked with a group of salespeople from different companies and when I asked how many of them followeda formal sales process only 2 people raised their hands. That's even worse thanObjective Management Group's statistics about sales process. The statistics show that 91% of the more than 500,000 salespeople assessed to date did not have/follow a structured sales process. And the two who did raise their hand? They claimed that their process was 20 steps! Who can remember that?

A bigger issue is that most people don't understand the difference between sales process and sales methodology.

A customized, optimized, formal sales process includes the sequence of steps, to-do's, milestones and goals that must be achieved during a sales cycle.

A sales methodology is the approach one takes to execute those steps.

For instance, using a few well-known companies and brands:

• Huthwaithe's SPIN Selling is a methodology.
• Miller-Heiman's Strategic Selling is a methodology.
• Kurlan'sBaseline Sellinghas both a process and a methodology.
• Sandler Training is a methodology.

Another way of looking at this is to use construction or engineering where the blueprint represents the strategy. The particular steps that each engineer or contractor follows to execute their part of that blueprint is their process. And I promise, the process is not a seat of the pants, wing it, trial and error approach. "Hey, let's skip the forms on this foundation and pour the concrete without them - it might be faster that way!" Or, "Let's skip the moldings because these people are in a hurry and they might not notice. Let's just plaster to the edge of the windows and doors!"

Then each of those contractors has a methodology or approach, the way electricians run and install wiring and connect them to the power source, outlets and switches; the way plumbers cut, solder and install piping; the way back-hoe operators excavate and finish the property, the way the plasterers prepare and plaster the walls and ceilings. In each of those cases, they have a proven method to get the job completed correctly each time.

So here are some questions for you to answer about your sales force as it relates to process:

• Is there a sales process?
• Has it been customized?
• Has it been formalized and structured?
• Has it been optimized?
• Is it legacy?
• Does everyone follow it?
• Does everyone speak the language of your process?
• Is it referenced as a context for coaching sessions?
• Can your salespeople identify where they are by simply naming a step?
• Is it integrated into your CRM software?
• Is it integrated with your pipeline?
• Is the pipeline routinely reviewed and restaged according to the criteria for each step of the process?

If you can't answer yes to all of those questions, you aren't yet in a position to shorten your sales cycle, improve the effectiveness of your coaching and accelerate your revenue growth.

Related Articles
  Why Follow a Sales Process?
  Sales Interview Questions from a Sales Coach
  Questions - Questions - Questions
  Dealing With the “S” Word
  6th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
  Overcoming Objections: "I want to think about it"
  Are you following a Sales Process?
  Are You Wasting Sales Leads?
  Wireline vs. Wireless
  How to Use Layering Questions
  Can You Motivate Your Sales Team?
  Dramatically Increase Sales: Stop the Talk, Learn How to Begin to Ask the Right Questions
  Increase Sales Coaching Tip: Understand How the Nos Get You Closer to the Yesses
  Motivation or Sales Process?
  Sales Process Should Fit Buying Stage
  Getting Commitment Through Out the Buying Process
  Closing Sales Kindly and Efficiently
  8 Question Sales Quiz - Malpractice?
  How Awkward is it for You to Ask Questions?
  For More Sales Success, Ask the Right Questions

Article Tags: sales methodology, sales process



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Franchise of a popular call center - Hi All, I was planning to setup a franchise of a popular call center services company . They are giving several services to their customers like - knowledge management , workforce management , Business Process Automation etc. Now I need to know that from where and how I should start and who must be my targeting customers.
Re: Quote of the Day - "Don't be embarrassed about asking "stupi - One of my favorite requests when leading a class, workshop, lecture, interview, whatever... There are no Stupid Questions, don't be afraid to ask - someone else has the same question, but is afraid to ask On the other hand - try anticipate the questions Back to the first hand - Some People ARE dummer than a ROCK
Re: Marketing ideas? - Questions will set you free... And make you Rich [quote="KH_Global":349pds7c]Just ask ask ask. That is it.[/quote:349pds7c]


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Attracting Passionate Employees

Ready for a Fresh Image?

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.