Stages in Sales Process Maturity

In a previous article, I drew attention to the stages of a sales organization in terms of relationships with customers.

In this article, lets talk about process orientation. Those familiar with the CMM framework will see parallels. Again, what I’m going to be saying isn’t anything other than common sense.

In Stage I, there is effectively no process. Each salesman has been assigned targets and has been asked to achieve numbers. “I want results!” says the manager sternly. And the smart sales guy doesn’t appreciate oversight which he fears will interfere with his style.

In Stage II, the process is documented but there is lack of will to enforce it. Some follow it but most do it half-heartedly. “What a pain!”, is the feeling.

Larger organizations are likely to be at Stage III where there is enforcement and a great deal of measurement driven from a CRM. Metrics and payouts are driven by proof of adherence. People follow processes, occasionally finding clever ways to circumvent areas of apparent rigidity.

If you think you are at Stage IV, there is not just acceptance of the value of formal processes – adaptability is also encouraged. The situational challenges of salespersons are valued and feedback from the market is constantly integrated. 

Where are you? Where do you want to be? How will you get there?

#sales #cso #buyer #salesenablement