It might be time to drop the idea of the sales process. And switch it with the buying process. Everything within your sales function should be geared up towards helping your ideal customers buy from you repeatedly, in the way that works for them. Get that right, and you and your customers will grow together. But to get it right, you’ll need your entire team to understand how your buyers buy, and what their contribution is (or could be) to make that more effective for customers.

You may well have already done this with great outcomes however, as the business world continues to evolve, so should your sales process. No organisation is actually the same, so you may need different processes for specific customers/buyers, not based on their industry or market sector, but their unique business.

Your people might benefit from training on this. But before that, you’d want to get that buying process right, which would take some exploration, some conversations, and some attention to get it right. You’d want to make sure you’re using the right tools to assist, and that people in the team have clarity on their roles and contributions so that you can all deliver and share your successes.

This problem isn’t difficult to fix if you know what you’re doing. But too many businesses are still stuck on the ‘sales process’ they learned in the past. If not formally, then in terms of their mindset. It requires empathy and understanding, and a strong desire to get to the truth of how your buyers buy, and why, and what you can do to enable that in a way that’s uniquely valuable compared to your competitors.

We can help you get that right.