White Paper Abstract: Creating a High Performance B2B Sales Process
Ever since the age of the first sales managers there have been common and consistent cries resounding from their ranks and they go like this:
- How can I get my sales people to sell more?
- Why does the sales cycle take so long to close?
- Why is it so difficult to predict when a sales opportunity will close?
- Why did we go the distance on an opportunity that we never had a chance of winning?
- Why are only 20% of my sales people closing 80% of my business?
These common concerns are not unique to sales managers. Numerous CEOs, Presidents, CFOs, and others have been heard lamenting these same concerns. The most common action these senior executives take is to put pressure on Sales Managers to fix the problem. This leaves VPs of sales and sales managers scrambling to find answers. Some find very creative ways of dealing with this situation, however most of these solutions tend to be short-term fixes. A few companies have taken a different approach and have found it to have a positive impact in both the short and long term. They began by understanding the fundamental reasons producing the results mentioned in the first paragraph, “Why are only 20% of my salespeople doing 80% of my business?” As they dig into this situation they find that the Top Sales Performers sell differently compared to their counterparts who produce only 20% of the business. The knowledge of how the Top Sales Performers sell is the foundation for building and implementing a high performance sales process in your organization.
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