Can One Size Fit All Sales?

Can One Size Fit All Sales?

When it comes to sales, should salespeople do it all, or should individual functions be divided among multiple people, each having specialized responsibilities? I’ve had several conversations lately about the virtues of each approach.

Do it All vs. Split it Up

Is the do-it-all method, where one salesperson hunts, closes and then manages the accounts after the sale better than, say, where an inside salesperson handles the inbound or outbound calls (or a sales development rep, as they are commonly called, gets appointments scheduled) and other salespeople conduct those meetings and close the sale? The truth is: each way may be right […]

No Selling Skills Required

No Selling Skills Required

Here’s a statistic you may have seen. I can’t remember where I read it myself. It said the mere act of following a repeatable sales process helps salespeople close 15% more business.

I wish I knew where the information came from, but since I couldn’t verify it directly from the source, I went searching for data myself that might support the use of a sales process.

But before I share what I found, let me precisely explain what I mean by a sales process.

A Sales Process Defined

For me, a sales process is a repeatable, logical series of steps that includes milestones. It […]