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Designing a Sales Process That Actually Gets Used
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On-Demand
Cost
£0.00
Credit Offered
1 ISP CPD Credit
This training video puts the sales process under the microscope, starting with why most fail: generic five-to-seven-step models are too vague to guide anyone ("pick some parts, build the item, ship it out"), while complex compliance-style flowcharts explain nothing about the behaviours and skills that actually drive success. A well-designed sales process, by contrast, is your organisation's code for what good selling looks like in your sector, your sales DNA - and the bedrock for training, coaching, recruitment and accurate forecasting.

The video sets out a three-step design approach: an honest win/loss analysis with no excuses; mapping customer journeys and the buying decision process so the sales process mirrors how customers actually buy; and codifying the pockets of best practice that already exist in your team. A worked software-industry example shows the result, a one-page process built on customer phases rather than seller steps, with routines, stage gates for forecasting accuracy, and embed-and-expand phases that make cross-selling possible only once the customer is getting real value. It closes with practical advice on workshopping the process with a mixed team and embedding it in everyday behaviour so it becomes "the way we sell", not an off-the-shelf document that gets rejected.
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