The old adage, “A picture is worth a thousand words”, is particularly apt when considering which sales processes to use. Why? Because to optimize results, you must employ both internal and external sales processes. This is hard for some leaders to picture, but it shouldn’t be.
Internally, you must use a leadership cadence process to manage consistently and align with the sales team.
Externally, you must use a customer alignment process to synchronize the way you sell with the way your customers buy.
Internal focus and process without the external component, and vice versa, gets you only halfway there. So although most companies have a method for monitoring internal activities, they are supporting sales execution only halfway. Turn that “halfway” process into a dual approach and you will reap far better sales results.
Take a look at our Right Process Overview to get the picture.