Every sales process has points within it that are pivotal to the outcome of a potential deal.
Although the terminology may vary between sales departments, these points are generally referred to as major interactions. And major interactions count — disproportionately so. Honing in on the major interactions requires a greater focus to prevent under-preparation and poor execution. Sales consultant John Kenney of Sales Benchmark Index shares a few insights to help perfect your major interactions.
One of the easier ways to improve your performance in this area, writes Kenney, is to improve your sales coaching. Doing so can have a direct impact on your sales results. For more tips to help you hone in on the major interactions in your sales process, read the full article by Kenney.
Related Content from OpenView:
Continually hitting snags during major interaction points is a clear indicator of a sales process breakdown. Familiarize yourself with other common breakdown junctures in this post from OpenView. If that’s not enough to help you start improving your sales process, this list of eight bad sales habits to break should do the trick.