Aligning Sellers to a Standardized Sales Process
Research shows that 53% of lost deals were potentially winnable if sellers had executed key stages of the sales process consistently and skillfully, emphasizing the importance of health-checking the sales process, identifying execution gaps, and reinforcing essential skills to recover significant revenue.
Research conducted on buyer feedback found that 53% of lost deals were winnable if not for a misstep in the selling process. This finding highlights the significant revenue that can be recovered by improving seller execution at key stages of the sales process.
With a few improvements to seller execution in these key stages, you can tip the scales in your favor on 53% of lost revenue.
Key points to consider:
- Consistent execution at key stages of your sales process is the biggest determining factor on deal outcomes.
- Health check your sales process and evaluate common execution gaps that stall deal trajectory.
- Determine and reinforce essential skills at every stage of the sales process.
You’re On Your Way
Now that you have the framework, put it into action. Pick one area of your strategy and give it the just-in-time treatment—your sellers will thank you.