Is There Discipline in Your Sales Process?
“Discipline is not the fear of punishment for doing something wrong, but a faith in the value of doing something right.” —General Dennis J. Reimer—
Many sales cycles are stalled. Whether your team is selling print, services, direct mail, software, equipment, or products, the current situation has many sales cycles stuck and delayed. Your sales team may be hearing from customers that decisions are on hold or postponed. Or they may be hearing nothing as prospects do not respond to emails and phone calls.
Now is the time to evaluate and modify your sales process. An effective sales process produces results that are scalable and repeatable. Effective sales execution requires discipline to follow the defined steps for every deal in your pipeline. And a sales team who understand the “why” for each step in the sales process is an effective sales team.