The Most Overlooked Aspect of Sales: Process Adherence with Spencer Wixom
Channel: SalesPOP!
Date: 2023-11-27

The importance of sales process adherence (00:00:00)
Discussion on the statistics of organizations having a sales process but not consistently following it.

Rules for process adherence (00:03:19)
Explanation of three basic rules for process adherence: don't skip steps, don't move on until previous step is completed, and be in the same step as the customer at the same time.

Regularly revisiting and tweaking the sales process (00:11:03)
Highlighting the need to regularly revisit and tweak the sales process as buyer behavior and market dynamics change.

The importance of sales process (00:11:39)
Discussion on the analogy between a sales process and a chord progression, the difference between methodology and process, and the need for a structured sales process.

The role of skills in sales process adherence (00:13:05)
Exploration of the importance of skills in each stage of the sales process and the use of assessments to evaluate salespeople's situational acumen.

Challenges in discovery probing and critical questioning (00:14:26)
Identification of the common struggle of salespeople in the area of discovery probing and critical questioning, and the need for deeper and more deliberate questioning skills in the current economic environment.

Investing in Skills Development During Tough Times (00:22:21)
Discussion on the importance of investing in sales team skills development during tough times and how it leads to emerging stronger.

Statistical Proof of Investing in Skills Development (00:22:43)
Mention of statistical evidence that supports the idea of investing in skills development during tough times.

Conclusion and Farewell (00:22:50)
Thanking the audience for watching and listening, and expressing gratitude for the conversation.
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