Fix your Sales Process by Asking this One Question

I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?”

And I get it. Sales processes don’t just happen. They don’t just appear out of thin air.

Instead, growing companies realize that they don’t actually have a sales process in place, so they either let their sales reps do their own thing — or they cobble something together that pleases no one.

It often comes about like this. Company founders do a lot of the selling in the early days. Owners know what I mean. They have their hands in everything as they’re trying to get the business off the ground. You gain some traction and see some success and start growing. Leaders find themselves hiring their own replacements.

They hire marketers to take over marketing, designers to take over design, finance people to take over the numbers. And, sometimes last of all, they hire sales.

Whether that’s the path your company took or not, you might find yourself in the same situation: Suddenly trying to standardize a process for several (or more!) sales reps who might be new to the business.

If you’re building a sales process for the first time — or tweaking an existing sales process — it’s important to get this right.