Selling Processes are NOT the enemy. Poor execution of Sales Process is the problem that usually screams out for attention in many organizations.
This is usually an issue of selling Companies not getting it. Many times, they are just moving so fast that they don’t really know how to bring it all together and Implement a Process that both Drives Revenue and ensures proper execution.
In 2014 many people think that selling is all about “art,” “gut feel”, and “winging” it. While many view it as a classic battle of art versus science, I think there are solid elements of both. Good Sales Processes demand a logical merger of both.
There are some business leaders who don’t believe in Sales Process at all.
Unfortunately, some business leaders think that sales people just “do it.”