Using the sales process to deliver results
Objectives
- To be able to use the sales process to develop the skills of your sales people
- To understand how to use the process to improve sales forecasting
- To recognise how to use the process to review progress with prospects and against opportunities
- To know how to make your sales process into a Level 4, dynamic process
Understanding
The research shown in the previous chapter indicated that making your sales process an integral part of everything in the function will result in improvements in many areas of performance. To have a real Level 4 sales process requires genuine commitment from the organisation and its management, not just the sales leaders. I have worked with a number of clients who see ...
Get The Sales Book now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
