March 01, 2009

The most common problems with sales process

1. Everybody has their own way – different approach and results across
the team/over time - suboptimal
2. No concensus regarding the best way
3. Focus on sales process not buying process
4. Continuous review or process
5. Sales process not captured by slaes systems
6. Training in the best way
7. Too much depends on the person
8. Wrong process / inflexible / unresponsive
9. Tries to get customer to conform, focused on the seller not the
buyer, not enough information on how customers buy
10. Takes longer to train in new people

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