Fix Your Sales Process by Asking: ‘What Decisions Does Someone Need to Make To Buy From Us?’
I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?”
And I get it. Sales processes don’t just happen. They don’t just appear out of thin air.
Instead, healthy, growing companies realize that they don’t actually have a sales process in place.
It often comes about like this: Company founders do a lot of the selling in the early days. Owners know what I mean. They have their hands in everything as their trying to get the business off the ground.
You gain some traction and see some success and start growing. Leaders find themselves hiring their own replacements.
They hire marketers to take over marketing, designers to take over design, finance people to take over the numbers. And, sometimes last of all, they hire sales.