Making Sales Process StickYour team forgot the adoption plan.


Sign up for SBI’s annual research tour. You will learn how to make sure your sales process does not fizzle.


In this post, you will learn why implementing a new sales process typically fails; also how you can ensure success.  Download the Sales Process Reinforcement Guide to build your reinforcement plan.


Sales Process Reinforcement Guide


Failed Sales Process Adoption

Most new sales processes’ are met by the sales force with increased skepticism.  Below are the main reasons why this occurs:


  • Confusion– The team lacks understanding on what is most important.  Are you trying to implement a new sale process?  Are you trying to implement a new lead management program? Focusing on a couple things is a good idea.  Trying to implement 4-6 things at a time is death to the sales force.
  • Sticking to the playbook– The new sales process will encounter bumps in the road.  Listening to the field and adjusting for improvements will make the difference.
  • Lack of mobility– The inability to capture lightning in a bottle.  When something works what are the channels to disseminate that information?  Time is of the essence.  If the rep in New York is successful using the new sales process, how can that be shared with those who are struggling?
  • Identifying Behaviors– What are the specific behaviors you want to reinforce that will dictate success.  Most leaders fall in love with measuring results.  These are important; however, they are lagging indicators.

Soon the tail winds created from the initial rollout recede.  Old ways of doing things reemerge and performance regresses.  The economic impacts are never realized and leadership is left scratching its head.  Your investment just went up in smoke.  You will have wasted financial resources and lost credibility as a leadership team.


It does not need to happen that way.  Develop an adoption plan by following the keys to success below.


Keys to Success


  • Identify the Key Players- A well-designed communication plan has clearly defined roles and stakeholders.  The key players will be accountable for the execution of the plan.
  • Develop Key KPI’s to track- What are the benchmarks you will measure?  How will you share these results? These have to stay front and center so that the team knows it is not the flavor-of-the-month.
  • Discuss Finding, Wins, Challenges and Changes- Plans always look better on paper.  When initiatives are rolled out, there will be adjustments that need to be made.  The best organizations understand this concept, learn from the findings, and make the right adjustments.


Broadcast Success- In order to accelerate the success rate, share best practices across the organization.  How mobile is your organization?  What are the mobile channels that you will use to broadcast success?  What are the behaviors you want to reinforce?  These are all questions that need answers and included in the plan.


Sales Process Adoption Plan


The goal with any adoption plan is to ensure lasting change for the organization.  A change that is embedded in the fabric of the organization.  The sales adoption plan is not a one-time event; rather it becomes a weekly cadence of the leadership team.  In addition, those organizations that can evolve successfully will emerge with greater financial success.  In essence, putting the organization in a position to make its number. Download the Sales Process Reinforcement Guide to get started.



Andrew Urteaga

Helps motivate clients to design and implement new sales and marketing strategies so that they stay on track to make their number.

Clients describe Andrew as an industry thought leader. He has deep experience as an executive, having served in multiple positions as a sales leader, with a track record of outstanding performance in F500 companies.


Prior to joining SBI, Andrew held the position of VP of Sales at Avis Budget Group where he was responsible for sales and marketing leadership. He also held a variety of positions with Cintas Corporation, a Fortune 500 multi-national company, including key quota carrying positions in the sales force from sales rep through to executive leadership.


Andrew’s work has included everything from lead generation, campaign planning and sales process to designing complete sales management coaching programs and new compensation plans.

Read full bio >