Process- Process it

Process- Process it

We may not achieve the desired results when we fail to define a process. A result is completing a specific set of activities outlined in the process. Sales is no exception; when a salesperson does not achieve the desired results, they should first examine whether they have followed the defined process. If gaps are identified, it's essential to address and fill them. While market conditions and customer responses can impact sales, it's crucial to focus on what can be improved on our end first.

If the company needs a well-defined process, the team should come together to compile successful sales calls and identify the parameters contributing to those successes. This collaborative effort will help develop a structured sales process based on proven strategies, allowing the company to create case studies and a reliable framework for future sales efforts.

Older processes may become ineffective due to market conditions or buyer preference shifts. In such cases, it's essential to study the market and understand customer behavior to revise the sales process accordingly.

The world has seen successful companies, like Toyota, that are both process-driven and market-oriented. It can be beneficial to analyse organizations that you consider role models in sales, identify their best practices, and implement relevant strategies tailored to your company’s needs.

As Edward Deming once said, "If you can't describe what you are doing as a process, you don't know what you're doing."

Go back to your boardroom to revisit your process or develop a new process to achieve your desired sales results.

M.L. Narendra Kumar

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