Sales Manager: “Is the ABC Company deal ready to close?”
Salesperson: “I think they really like what we showed them in our proposal.
We should hear back from them soon!”
Do conversations like this really take place? Maybe I’m exaggerating but I’m also sure they happen very close to the above dialogue in many companies on a daily basis.
When a salesperson responds with ambiguous, vague language or with a personal opinion (really, a guess) about the status of a sale, it’s a sure sign they’re not using a systemmatic approach to the sales process that’s designed to achieve consistent, predictable results along the way while also providing feedback relative to where they are in the process and what they must do to get a successful outcome.
In other words, they don’t know the score of the ‘game’. They’ve lost their situational awareness and worse, they’ve lost control of the sale to the prospect.
Extensive research from Objective Management Group shows that 91% of companies they’ve assessed have no formal, structured sales process. In fact, Dave Kurlan of OMG says an optimized sales process “is a huge difference maker, keeping salespeople focused on what must be done, when, with whom and in over what period ot time. It helps salespeople gain traction, improves conversion ratios, leads to bigger margins and increases in revenue.”
Is your company one of the 91%…or one of the 9% that have decided they need to know the score of every game they play?
For a real world example of what ‘not knowing the score’ looks like, watch this from the baseball world.