From Sales & 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 – the basic level of prospecting activity required and the company’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?