Develop world class capabilities by aligning sales process, methods, and continual learning to buyer behaviours in your markets.
Process Pays Off
Independent research illustrates compellingly that understanding the buying process, and aligning the sales approach accordingly pays significant dividends in sales performance. In fact, companies that embrace and apply process the best enjoy deeper, more profitable customer relationships, and significantly higher quota attainment at both the individual and company level.
One Process Does Not Fit All
Most companies serve multiple market segments with a diversity of offerings. That means each “buyer model” needs to be understood thoroughly, and then aligned with the appropriate sales process, methods, and tools.
Process Drives Competencies, Skills, and Continual Learning
Buyer-aligned process models provide critical insight into professional development requirements. Process and methodology “maps” provide prioritization guidance for specific sales competencies, skills, and observable behaviours for continuous professional development.