Stretch Your Mind & Embrace The Sales Cycle

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February 17, 2014
Stretch Your Mind & Embrace The Sales Cycle

“Man’s mind, once stretched by a new idea, never regains its original dimensions.”

― Oliver Wendell Holmes Sr. (US Supreme Court Justice)


I’m back in Sydney this week. The work in Wellington last week for IBM NZ involved long hours, hard but I felt we achieved a lot. I’d like to thank the teams I worked with for their focus, commitment and support.

Last week I likened ‘selling’ to an ‘adventure story. I talked about creating your own story ending to make the process work for you.

This week I want to talk about the need for a sales cycle, why we need one, what are the benefits of one and why you should embrace the process?

Simply put, most successful sales people actually use a sales cycle even if they are not aware of it.

If you don’t have a sales process, how do you manage your sale? How do you make your adventure story have the ending YOU want? Achieving results is an outcome of doing the right things in the right order; this is where the sales process helps. If you are failing to make sales and have no clear sales process, you do not really know why you are not closing deals and worse, how to correct it.monday-quotes-just-do-it-quotes9

The key benefit of a sales cycle or process is to improve the effectiveness of a sale, from end-to-end.  It is a learning experience, but we all make that journey. For sales managers, understanding where sales people are in the sales process can certainly improve the accuracy of forecasting, and also help to identify any patterns where problems can occur. For sales people, it is about making each and every sales play count.

If you can identify difficulties with a sales play earlier and take action earlier, it is a much better position to be in than getting more and more frustrated by not closing deals.

One of the other areas where a sales cycle can really help is to empower sales people to identify their own strengths/weaknesses. A well-defined process does not have to restrict good and successful sellers, however, even they might find that there are some elements where they can improve further!

There is so much evidence for the power and effectiveness of a truly well defined sales cycle.  If a sales team is empowered by a process and can easily identify mistakes in a sales play and can subsequently rectify those mistake then surely the quota becomes easier to achieve and the sales team as a whole becomes more effective and as we all know a stable sales force instils confidence in the customer.

If you don’t have a sales process in place, ask yourself, “why and what is stopping you from implementing one?”

A true Sales Cycle helps to avoid wasting time and money.


Do you see real benefits for you using a sales process?  I would love to hear from you.



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