Entrepreneur and motivational speaker Jim Rohn once said, “Motivation is what gets you started. Habit is what keeps you going.” An ideal way to develop good selling habits is to build a B2B sales process that incorporates your best practices.
A sales process makes your best efforts more consistent. It can take the guesswork out of your next step. And it lets everyone on your team know what to expect and how to respond.
Not to be confused with your sales methodology (or approach to selling), a sales process gives you a series of actionable steps and contingency plans for moving a prospect through the buying process as efficiently and effectively as possible. When well designed and strictly followed, your sales process can help:
- Enhance the customer experience
- Shorten the sales cycle
- Get new reps up to speed more quickly
- Improve the accuracy of your sales forecasting
- Drive sales
If you don’t have a B2B sales process, then you’re trusting your instincts and are unlikely to produce predictable and optimum results. By comparison, companies that adhere to a well-defined sales process are 33% more likely to be among the high performers.