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defining the sales process companies that establish Milestones believe they have process for traditional sellers however this is analogist to giving a destination without a map or directions and occasionally asking if they are going the right way if you are going to treat sales as a process proc then you have to align it with all other processes at a foundational level in other words any process you look at has three fundamental components a series of defined steps inputs and outputs think about manufacturing as a process there is a clearly defined sequence that is followed the inputs into the process are raw materials or component parts the output is finished goods in order to Define sales as a process we need to chart a different course in doing so it will be necessary to establish some definitions that we can build on one process a defined set of repeatable interrelated activities with outcomes that feed to another activity in the process each outcome can be measured so that adjustments can be made to the activities the outcomes or the process itself sales process a defined set of repeat able interrelated activities from Market awareness through servicing customers that allows communication of progress to date to others within the company each activity has an owner and a standard measurable outcome that provides inputs to another activity each result can be assessed so that improvements can be made to one the skills of the people performing the activities and two the sales process itself sales pipeline Milestones these are measurable events that can take place during sales cycles that enable Sales Management to assess the status of opportunities for the purpose of forecasting ideally most of these Milestones are objective and auditable sales funnel Milestones these are measurable events that take place on specific opportunities that enable Sales Management to assess the quality of selling skills and the quantity of activity needed at the salesperson level again these Milestones are one objective and two auditable because of the predominant perception that selling is more of an art than a science few companies have sales processes that traditional sellers can execute we believe that this deficiency is the single most significant factor contributing to the disappointing results achieved with CRM systems as suggested in the preceding definitions the chances of building and sustain in and executable and therefore successful sales process are Slim in the absence of the following prerequisites one pipeline Milestones two repeatable processes three sales ready messaging four customer Centric selling skills and five consistent auditable input if you enjoyed this video then join my business Mastery Insider Secrets Club there you'll have access to all my business Mastery systems over 1,000 business strategy videos over 100 hours of business Mastery university courses you'll access my 10 business assessment tools my 12 business planning tools the small business makeover the 120-day performance challenge the six-month internet blueprint thousands of business articles over 700 business templates and over a hundred of my favorite business strategy ebooks all of this for just $229 a month for a limited time so join now