SBI Blog Revenue Growth Insights

As we kick off a new year, many organizations are rolling out updates to their sales process. The changes are introduced to team members at sales kickoffs (SKOs), localized events, and one-on-one check-ins to reinforce the importance of adhering to the newly established sales process. The new system is operationalized and then placed on a shelf, often left untouched until sales process refinement begins again at the end of the year. Or worse, sellers become frustrated by the complexity and ineffectiveness of the new processes. 

This is the result of a sales process that is out of touch with the rapidly changing buyer environment we operate in. How effective can this process be for sellers if it does not align to the buyers' journey? 

Fast starters take a different approach by aligning to the buyers' journey through a series of ongoing sales process transformations.