New Research on Sales Process Adoption & Usage from the SMA


Posted By Kaitlyn Myers | Aug 21, 2013


We were excited to be part of a recent webinar hosted by the Sales Management Association (SMA) last week. This lively discussion covered updated research on Sales Process Adoption and Usage. Qvidian President Lewie Miller joined other industry experts to discuss **how sales processes are acknowledged as critical to success, but the discipline to implement and enforce vary widely by organization**. ###So, what’s the impact (of the sales process)? Sales processes can have a huge impact on sales and profit performance; firms reported 30% greater profits than those firms that do not consistently guide selling activity. And, improvement in processes positively affects new customer sales, strategic offerings and customer win-back. However, assessing and enforcing the process is still a concern. Correlating Sales Process and Performance - SMA Research

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30% of firms reported greater profits than those that do not consistently guide selling activity:

  Mind the Gap! There are large performance gaps in sales processes around customer win-back sales and new customer sales. There’s also a large gap between companies’ expectations and the sales force’s understanding of the sales process. **Closing these gaps and understanding the causes will help sales organizations operate more efficiently and effectively**. ###How do other organizations make it work for them? Make sure that **everyone is on board with the sales process**. Research showed some of the chief barriers were lack of sales force, lack of management oversight, and lack of training. Understanding those key items will make it much easier to successfully implement your sales process. Barriers Implementing Sales Process - SMA Research ###Tweet This! Too complicated, poor technology, poor communication - all barriers to successful sales process implementation:

For a deeper dive into this research, and learn more from the entire webinar, review the recording. Join us on our next upcoming webinar when Tom Sant joins the Alexander Group on August 29 to discuss Translating Sales Intent into Sales Execution!

Watch the Sales Process Adoption &
Usage Webinar Recording

Learn how large sales forces are using defined sales processes, their impact on firm performance, and factors contributing to sales process adoption and effectiveness. Watch Now