Quote: "If you don't know where you are going, you will end up someplace else." - Yogi Berra
Do you know where each step of your sales process is going?
The steps in your sales process should be planned, outlined and documented. Without a defined sales process, you have a sales team focused on the destination with no idea how to get there. And even worse, you have a prospect feeling they are being lead down a dark road without knowing what's at the end. Prospects resist what they don't know and therefore will resist doing business with you. If prospects know what to expect at each step, they are more willing to go on the journey to the final destination - a sale. Therefore, our challenge to you this week is to not only document your sales process, but also be willing to share it with your prospects.