Decision makers are making purchase decisions differently today. Yet many sales teams still employ a traditional sales process that sequentially moves from needs development to solution positioning. This will cause the majority of their reps to miss the numbers. Instead, a custom built sales process, tailored to the specific needs of your customers, will result in shorter sales cycles, and higher win rates.
If you want to understand how to deploy a customized sales process, click here and listen to this podcast. It is an interview with Lori Chmura, the Vice President of US Sales for Cordis, a medical device company specializing in interventional procedures. Lori has been with the company for a little over 2 years, and has 28 years of business experience, all in the health care sector.
During this interview, Lori discusses:
- Understanding how your customers buy your products.
- Knowing what metrics to track to spot pipeline leakage.
- How to train your sales team on the use of the sales process.
Lori and I use SBI’s recently released workbook titled, “How to Make Your Number in 2016” to guide our conversation. Specifically pages 165 and 166, which deals directly with building a custom sales process. At the end of the show, if you want to use the SBI workbook yourself, I will let you know how to get it.
There are 3 critical metrics to making your number: win rates, cycle length, and deal size. A custom built sales process will move these three numbers. Click here to hear how one of your peers has successfully implemented a customized sales process.