What if you could provide your salespeople with a selling "system" that enables them to consistently apply your company's sales best practices to EVERY deal in which they compete. What if?  Odds are your win rates would improve and that you'd be able to accelerate new-hire ramp up.

Now you can with Playboox Playmaker, an on-demand sales playbook application integrated with Salesforce.com.

For some time now sales teams have used manual playbooks to codify their best practices and provide sales process guidance. We've helped build playbooks for leading technology companies like Yahoo!, Ricoh, Nokia, ServiceSource, Telepacific, Datameer, Fusion-IO and HyTrust to name a few. Increasingly, we've heard the request for a way to easily develop and automate sales playbooks. From this was born Playboox.

Contact us if you're interested in seeing how you can use Playmaker to equip your salespeople to prepare to win and win more often.

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In this insightful article, Playboox CEO Dan Zamudio outlines the challenges in establishing an effective sales process.

 

Let me first establish that there is a Mount Rushmore-sized mountain of evidence pointing to the substantial impact on performance associated with institutionalizing sales process, but yet, this same research shows, the vast majority of sales organizations fail to do so. When it comes to defining a sales process, what we often see is that companies tend to fall at one extreme of the sales process maturity curve or the other. They either have no process or have over-engineered it. Both positions are dangerous and bear out the same result: no one follows process, either because it doesn't exist or because it's overwhelmingly complicated and perhaps inefficient to do so.

  

No process might be a slight exaggeration if you call using the default pipeline stages in your CRM a sales process, which is more often the rule than the exception. You'd be surprised at the number of brand name companies that have no documented sales process (although they acknowledge they need to).

  

Since the wild majority of cases fall into the "no/low process" bucket as evidenced by research from CSO Insights and others, the central point of this post is to examine the barriers that are preventing the formalization of sales process from becoming more commonplace, and what we might be able to do to remove or minimize these. 

 

Since the wild majority of cases fall into the "no/low process" bucket as evidenced by research from CSO Insights and others, the central point of this post is to examine the barriers that are preventing the formalization of sales process from becoming more commonplace, and what we might be able to do to remove or minimize these.

 

So, why the hesitancy? A few reasons comes to mind.

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