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Is Sales “Process” Really the Right Metaphor?

June 7, 2018

The term “sales process” has become an almost universal cliché (and yes, I have been as guilty as the rest). Research is regularly published to prove that organisations with a defined “sales process” outperform their less well organised competitors.

In simple, high-volume sales environments – where success is often seen as a numbers game, and where sales people do not need to be overly sophisticated in their approach – I can see how having a process can help.

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