The Sales High Five Show, Episode 6: Designing a World Class Sales Process

For sales professionals, a sales process is the steps one takes to guide prospects to become customers. The better their process, the more sellers can achieve. This includes higher win rates, average deal size, and quota attainment. On the most recent episode of the Sales High Five Show, Janek Managing Partner Justin Zappulla presents five tips to help sales pros design a world-class sales process, including one that begins with the customer, defines the stages (such as objectives, actions, resources, skills, and outcomes), provides training and coaching to maximize performance, enables the process with technology, and assesses and adjusts the process to meet changes in the sales landscape. According to Justin, processes don’t sell. People do. But effective sellers must be armed with a well-designed sales process geared to increase wins.