Understanding the Sales Process

A well-defined sales process is essential for effectively managing and closing deals. This involves breaking down the process into clear stages, each with specific questions that need to be answered to ensure progress. The anatomy of the sales process consists of five key components: stages, seminal questions, exit criteria, involving the right people, and identifying the gives and gets at each stage. Companies often mistakenly base their sales process around meetings rather than the actual objectives to be accomplished in each stage, which can lead to inefficiencies.