Sales Process: Keep to the Script, or Take the Road Less Traveled?
MARCH 8, 2019
Ask a top sales producer about keys to success, and they’ll share insights like “prioritize your work,” “maintain a good opportunity pipeline,” and “serve the customer.”. I’ve heard many anecdotes to explain a top producer’s ascent to the pinnacle. Curiously, one that never gets mentioned is “I conform to the sales process.” This lack of recognition is odd. After all, sales organizations spend countless hours developing sales processes and underscoring their importance. Maybe there’s a reason.