Customer experience is an incredibly hot topic now, driven largely by companies like Amazon who are relentlessly focused on providing customers with a great experience throughout the buyer’s journey. For companies with a sales team, this growing emphasis should be considered in the context of your sales interactions.
Suppose you came into work bright and early on a Monday morning, just four days before the end of the quarter. You glided to your desk with that quiet confidence of a sales leader who was going to blow away their quarterly target. As usual, one of your first tasks is to fire up your CRM and check the status of your team’s sales pipeline and forecast. To your shock, you see 1/4 of the deals your team forecasted to close this quarter have pushed to the next quarter. Now what?
I’ve spent over two decades consulting with some of the world’s leading sales organizations on their sales process. From this work, I have found three very common sales process problems each of which lead to unpredictable sales pipelines:
Once again, Alabama will be playing for the national championship this year and I am reminded yet again of the importance of a comprehensive system for competitive excellence. At Alabama, they don’t just have a scheme for offense and defense, they have a system for everything from who they recruit to how they practice and prepare to how they coach. And they are fanatically committed to that system. If this approach helps the Alabama football team achieve the highest winning percentage in college football, could help your team win at a higher rate as well? Absolutely!