Leading sales at a smaller company, or as part of a smaller team, comes with a sense of autonomy. Your team members, process, and tactics, will all be unique to your company.
Each sales rep can bring their own individual flair when selling, making the rep’s job feel less robotic than it might at a larger company. The most successful sales organizations manage to sustain this creativity while standardizing and streamlining their process.
Organizing your sales activities into a defined set of stages not only allows you to set uniform goals across your sales team, but it can actually make the process of selling clearer and quicker — making your reps more effective and increasing your company’s revenue.
In this chapter we’ll discuss exactly what a sales process looks like, how to design your own, and how to improve your existing process.