David Mattson, the president and CEO of sales training firm Sandler, said that the sales process is one of the four key pillars of effective sales leaders.
According to Mattson, an organization must outline the sales process steps and ensure that each team member follows them. He further recommends that organizations periodically update their sales best practices to increase the efficiency of the process and remove redundant steps.
Per Mattson, sales processes are unique to organizations. As a result, each firm is responsible for defining the steps that are important to their business.
- The technology used by an organization impacts the entire sales spectrum, including the processes. As a result, organizations must also review their tech stacks at periodic intervals to replace aging platforms with newer ones.
- Mattson writes, "If your technology isn't supporting your efforts in any one of them, your team and your organization are not going to be working at optimal efficiency."
