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How to create and adjust your sales process

WE ALL have routines, or processes, that we use repeatedly to get from point A to point B. For instance, most of us have a process we follow to get to work each morning, involving personal grooming, dressing, eating and driving to work. Sometimes,

By Thomas M. Redmond | Updated on May 31, 2005

WE ALL have routines, or processes, that we use repeatedly to get from point A to point B. For instance, most of us have a process we follow to get to work each morning, involving personal grooming, dressing, eating and driving to work. Sometimes, you experience breakdowns in your process and look for ways to correct them. For instance, have you ever had trouble finding your car keys in the morning? An easy way to fix this breakdown is to put up a hook near the door and remember to hang your keys on it when you get home, so they will be there waiting for you in the morning.

The most productive sales professionals and organizations know that selling also is a process. The more we can view selling objectively as a process, the more successful we are likely to be at carrying it out effectively and at spotting and correcting any breakdowns. In this article, we’ll examine the steps of the sales and sales management process. I hope what you read here will enable you to improve your own sales routine.

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