These are common reactions from small business owners and founders when I recommend implementing sales processes. They are concerned that a process-driven sales organization will stifle creativity and innovation. They also express concern that processes will make their company less nimble and agile. In a word, they are concerned about introducing bureaucracy.
Founders and small-business owners build their companies by knowing their customers. They anticipate market changes. They introduce innovative products and solutions. They react quickly to customer and market shifts. These are traits to enhance. Business owners are often concerned that sales processes will dampen their ability to anticipate and slow their speed to react.
However, introducing process to your sales organization can generate huge benefits, especially when done without introducing bureaucratic quicksand. Here are six immediate benefits that you can realize from implementing sales processes.
Benefits of Sales Process
Avoiding Bureaucratic Quicksand
The way to avoid the bureaucratic quicksand that is often associated with heavily process-oriented organizations is reinforce your company’s goals and mission. Implement processes only where:
Additionally, I recommend you:
TechCXO Can Help
As a partner at TechCXO, I can help you put the processes in place to drive consistent, predictable sales. We build teams that deliver profitable, long-term customers. We lead companies to become customer-focused. Learn more at techcxo.com.
We’d like to help you achieve your sales, marketing and customer success goals. Contact us at (203) 856-9400 or firstname.lastname@example.org to discuss how we can help you drive more business.