I have been told that traditional selling practices based on consultative selling and value add are “old school” and do not take account of new technology, social media and remote working. Buyers are informed and speed of sale and price sensitivity are the new maxims. Of course, each seller MUST know their cost of sale.
Let me ask you a couple of questions: Are you worried that some of your processes and procedures within your business are inefficient, complicated or being completely ignored? Are you concerned that other procedures are nearing breaking point and are constraining the growth of the business? If you have these or similar thoughts, then you.
When was the last time that you sat down and thoroughly considered what your sales process looks like from prospecting to closing the deal? Granted you might have spent time on the sales strategy (see our related blog on this topic) but again many companies pay scant regard to how they will implement the sales.