{"id":73,"date":"2006-06-01T13:08:03","date_gmt":"2006-06-01T18:08:03","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=73"},"modified":"2006-06-01T13:08:34","modified_gmt":"2006-06-01T18:08:34","slug":"lack-of-a-sales-process","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/lack-of-a-sales-process\/","title":{"rendered":"Lack of a Sales Process"},"content":{"rendered":"<p>From <a href=\"http:\/\/salesandmarketing.com\/smm\/pitch\/article_display.jsp?vnu_content_id=1002539074&#038;imw=Y\" target=\"_blank\">Sales &#038; Marketing Management<\/a>: <\/p>\n<blockquote><p>Of the 1,275 companies surveyed nationwide recently, less than half have a formal sales process; of the 45 percent that do, only 45 percent of those actually monitor the processes in place to make sure they are helping the company sell better.<\/p><\/blockquote>\n<p>Our first step in running a sales hiring process is to have our customer fill in this graph:<\/p>\n<p><img data-recalc-dims=\"1\" width=\"1160\" decoding=\"async\" id=\"image394\" height=\"64\" alt=\"Leads to Close\" src=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2006\/06\/Leads%20to%20Close.jpg?fit=1160%2C64\" \/> <\/p>\n<p>This information tells us 2 things &#8211; the basic level of prospecting activity required and the company&#8217;s grasp of their current sales process.  If a company cannot define what it takes to close one deal, how can they expect a new salesperson to do it 10, 15 or 20 times on their own?<\/p>\n","protected":false},"excerpt":{"rendered":"<p>From Sales &#038; Marketing Management: Of the 1,275 companies surveyed nationwide recently, less than half have a formal sales process; of the 45 percent that do, only 45 percent of those actually monitor the processes in place to make sure they are helping the company sell better. Our first step in running a sales hiring process is to have our customer fill in this graph: This information tells us 2 things &#8211; the basic level of prospecting activity required and the company&#8217;s grasp of their current sales process. If a company cannot define what it takes to close one deal, how can they expect a new salesperson to do it&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/06\/lack-of-a-sales-process\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[2,4],"tags":[],"class_list":["post-73","post","type-post","status-publish","format-standard","hentry","category-hiring","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-1b","jetpack-related-posts":[{"id":1334,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/12\/mediocrity-in-the-hiring-process\/","url_meta":{"origin":73,"position":0},"title":"Mediocrity In The Hiring Process","author":"Derrick Moe","date":"December 12, 2007","format":false,"excerpt":"Hiring salespeople is the difficult combination of science and art weighted perfectly to select the right person for the position's requirements.\u00a0 Obviously, knowing the position's requirements is the preeminent step.\u00a0 Many sales managers believe they know what it takes to be successful in the position and they do to a\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2385,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/07\/10-commandments-of-successful-sales-selection\/","url_meta":{"origin":73,"position":1},"title":"10 Commandments Of Successful Sales Selection","author":"Derrick Moe","date":"July 23, 2010","format":false,"excerpt":"1. Always select talent and skills over experience. 2. Do not put the entire burden of the company on this hire. 3. Do not clone yourself. 4. Do not expect to hire perfection. 5. Do not start the process unless you can hire the right candidate today. 6. Do not\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":330,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/09\/an-open-letter-to-sales-managers\/","url_meta":{"origin":73,"position":2},"title":"An Open Letter to Sales Managers","author":"Derrick Moe","date":"September 27, 2006","format":false,"excerpt":"Time and time again we see a similar process play out to the detriment of a company. XYZ Company determines that they need to hire a new salesperson and the sales manager is going to spearhead the search. A problematic approach. The primary focus of most sales managers is to\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1369,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/hiring-by-gut\/","url_meta":{"origin":73,"position":3},"title":"Hiring By Gut","author":"Derrick Moe","date":"January 8, 2008","format":false,"excerpt":"Imagine a salesperson who comes to a forecast meeting and puts down a huge forecast.\u00a0 The savvy sales manager naturally starts asking a few questions of the salesperson regarding each forecasted account. What is driving them to look for a new solution? What is their decision process? When do they\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":391,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/walking-with-dinosaurs\/","url_meta":{"origin":73,"position":4},"title":"Walking With Dinosaurs","author":"Derrick Moe","date":"October 25, 2006","format":false,"excerpt":"Desperately Seeking Sales Stars is a long article from Sales & Marketing Management's online edition. There is much in this article to dissect, but I will focus on some key points. First, don't do this: \"There are various [hiring and assessment] tools out there, but I still tend to be\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":5859,"url":"http:\/\/selectmetrix.com\/blogs\/2017\/06\/4-pillars-of-successful-sales-selection\/","url_meta":{"origin":73,"position":5},"title":"4 Pillars Of Successful Sales Selection","author":"Derrick Moe","date":"June 13, 2017","format":false,"excerpt":"Successful sales hiring, in any company, is one of the most difficult tasks in which to achieve repeatable success.\u00a0 From unexpected outbursts to terminal tardiness to woeful incompetence, every company has a sales hiring horror story regarding employees who interviewed strong but performed poorly. Perhaps a subtle, but more dangerous\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2017\/06\/Pillars.jpg?fit=304%2C204&resize=350%2C200","width":350,"height":200},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/73","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=73"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/73\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=73"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=73"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=73"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->