Why Does Sales Process Matter?

Sales is responsible to drive topline revenue generation, growth, and expansion. Unfortunately, many organizations see Sales as a cost vs. an investment. In addition, Sales is often under-valued in terms of a professional discipline, lagging Engineering, Operations, Finance, and Legal in perceived internal organizational value.

But Sales is a discipline that requires multi-dimensional skills and relationship management talent. It is a strong blend of ART and SCIENCE when optimized. Many times, executives assume sales activity is the driver of growth. But activity is only one component required to deliver consistent revenue generation and growth.

More important to high performance is Sales Process – a defined methodology and roadmap for identifying, qualifying, aligning, and pursuing relevant opportunities at the right time. An effective Sales Process organizes your approach and activity around identifying and developing business opportunities. Executing Sales Process effectively will deliver SPEED, ACCURACY, ALIGNMENT, and GREATER OPPORTUNITY DEVELOPMENT.

CXT Partners promotes a customizable 6-step Sales methodology that has proven accelerated revenue generation performance results in multiple industries:

This formal Sales Process is a defined series of formal steps and actions designed to optimize Strategic Sales Engagement; focused on positioning and selling organizational “value” and solutions, and maximizing profitable revenue generation, growth, and expansion.

Q1:  Why does Sales Process matter?

A1:  It provides necessary structure, discipline, and fundamentals to the art and science of identifying, winning, and expanding opportunities for a business. It is measurable and enables stronger organization revenue forecasting and performance.

Many Sales organizations and Sales resources prematurely skip ahead to PROPOSE (proposing products, services, or solutions) without the required work of PLANNING (research), QUALIFICATION (ensuring the potential is real), and ALIGNMENT (confirming that the customer’s defined needs match to your potential solutions). When driving this process, you eliminate “commodity” selling, and instead, drive “value-based solutions” that remove price as the critical decision criteria.

Q2:  Are you satisfied with your current Sales Process?

A2:  If YES, congratulations! If NO, please contact CXT Partners today for a free consultation and evaluation on how our CXT Partners 6-step Sales Process methodology can rapidly enhance your Sales fundamentals and accelerate your revenue generation performance in the short-term!