The Right Way to Change Your Sales Process

A mistake I often see sales leaders making is suddenly setting new sales processes in place, with little to no notice. Every so often, a new sales process needs to be implemented. It’s expected. Regardless of whether or not the current sales process is flawed, there should be periodical adjustments (and sometimes, complete overhauls) to keep things fresh and to reflect the current needs in the market. For example, a sales process from 5-6 years ago would likely have little to no emphasis on social media. A sales process in 2014 that neglects social media has an extremely high chance for failure. As times change, sales processes must change as well. As I often remind my clients, some of your best sales reps have likely been with your organization for a long time. They’re often set in their ways and routines, and because of this, it isn’t realistic to expect them to change and become accustomed to a new sales process overnight.

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