Have you ever come across a company that has an amazing product but just can't make the sales?
This is largely because many salespeople and sales teams do not have a defined sales plan—one that helps them consistently close deals and reach their goals.
Why do you still not have a sales process?
The two main reasons why so many companies still do not have a well-defined sales process are:
1. They believe that sales is a matter of talent and underestimate the importance of sales management systems:
The first case is due to the sales culture itself.
For years we have heard that overseas chinese in uk data one is born a salesperson. We imagine that being a good salesperson is more of an art than a profession. That it requires being born with a natural gift and it is not something that can be easily explained or replicated.
We overemphasize the advantage of skills over process. But this is actually the wrong way to look at the problem. This view is not only outdated… it is downright dangerous.
It’s not a matter of choosing one or the other, you need both. These issues are not mutually exclusive.
We are not saying that talent or innate ability are irrelevant. These are very important characteristics when hiring a good salesperson. But sales processes are very important too.
In reality, the best sales teams combine highly talented people with processes that help them achieve success.
2. They don't know how to create a sales process:
Most sales managers achieve this position by being good salespeople.
We break some records within the company, we generate results month after month. Sooner or later the general management realizes our potential within the macro sales process and we get promoted.
Management operates under the logical notion: “If you were a good salesperson, you will be a good sales manager.” Unfortunately, this is not true. As counterintuitive as it may sound, the skills of a good sales manager have little to do with those of a salesperson. Sales management
is a very different topic. It requires training and development of new skills. However, it is very rare to find a medium or small company that offers training for new managers. Or tell me, did your company train you for the management role? This creates a very large knowledge barrier that most new managers fail to overcome. This problem is so common that it even has its own name. In management circles, it is called the Peter Incompetence Principle . If any of these points sound familiar, don’t worry. In this article we will explain why you need to create a sales process. In addition, we will teach you the essential steps to create your first process map.
