Designing a Sales Process That Actually Gets Used-Designing a Sales Process That Actually Gets Used

Designing a Sales Process That Actually Gets Used

Video Transcription

Video Summary

The video explains that many sales processes are either too generic or too complex to be useful. A good sales process should be specific to the industry, reflect customer buying journeys, support forecasting, and define what good selling looks like. It recommends building one through three steps: win-loss analysis, customer journey mapping, and identifying best-practice behaviors. A strong process should be simple, visible, and actionable, with stages, routines, and stage gates. It also should support implementation, embedding, and future cross-selling.

Keywords

sales process

win-loss analysis

customer journey mapping

best-practice behaviors

stage gates