Sales Process – What is the Elephant in the Room?

I spend a lot of time with our expansion stage portfolio companies working with the sales management teams on their sales process.

Early on, it is merely about putting it on paper and understanding how it flows. This is followed by various iterations and adjustments based on scenarios that exist or could exist.

The strangest part of this exercise is the consistent answer I get when I ask where the process starts. Most will say, “Well, our process starts with a qualified opportunity.” Oh, how wrong they are!

The process needs to include the most overlooked, undermanaged and underaprreciated stages…..THE QUALIFICATION STEPS!!!(my elephant…)

I will be writing over the next few weeks about my ideas of best practices process on this subject….stay tuned!