Almost all sales organizations consider sales process important, but few use it effectively. This is unfortunate, because poor (or missing) process diminishes productivity, slows revenue growth, and undermines quality outcomes for salespeople and customers alike. It also hobbles management, who are less able to forecast performance, scale the organization, or allocate resources without the foundation of effective sales process.
In this workshop, we provide a panel discussion on sales process management fundamentals. Topics include identifying which process types are most essential for your organization, hallmarks of effective sales process design, assessing processes for speed, throughput, and quality, and applying process to core sales management disciplines, including forecasting, opportunity pipeline tracking, performance metrics, and talent management.