Staffing the sales function with sales representatives that have broadly defined “selling” skills is no guarantee of success. It may not even be enough to deploy sellers with skills adapted to the unique markets they compete in.
Sales forces with the best likelihood of success are those that know when, where, and with whom to apply their market-appropriate selling skills. How do sales organizations know “when”, “where”, and “with whom” to engage? They carefully align their sales processes to buyers’ expectations.
By analyzing buyer behavior and preferred buying processes, sales forces can craft sales processes that have the best chance of success in their unique marketplace. In this article, author and practicing sales manager Wayne Gillikin outlines a unique and practical way to ensure your sales force is selling in sync with how your customers and prospects expect to buy.
