A question we often hear from our clients is: “Why have a sales process?” The simple answer is that a sales process provides your team with a well-defined roadmap of what to do in order to achieve a higher probability and predictability of success. The sales process must be supported by a number of methodologies that provide guidance for how each step of the sales process will be accomplished.
SPI offers the following programs for Buyer-Aligned Process and Methodologies:
A sales process gives you a roadmap and describes what you need to do. Your sales process must align with the customer’s buying process to be effective, and to produce above average quota performance. This workshop will assist your team with the creation or re-engineering of a customized sales process.
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Methodologies describe how to do the steps in the sales process. Your end result may actually be a combination of job aids and tools from your existing content and the new SPI tools. SPI will assist you in the development of the most efficient mix.
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Once your team has a well-defined sales process and has developed the methodologies to support your process, they will need to develop the skills needed to perform the steps in the process.Click on the images to the right. The Solution Selling Learning Suite is aligned to the buyer-aligned sales process and methodologies.
