If these frequently asked questions about Driven To Sell solutions don't answer what's on your mind, please ask your question directly by phone or email.

Doesn't our current SFA software serve as a sales process?
Sales force automation (SFA) software is not a substitute for a well-developed, customized sales process.

The Driven To Sell sales process approach is compatible with all SFA software and sales methodologies (ex: Strategic Selling®, Power Base Selling®, Solution Selling®, SPIN® Selling and Target Account Selling™).

If your organization does not currently utilize SFA software (i.e. you're using shared spreadsheets/docs for lead/opportunity tracking and revenue forecasting), implementing a sales process will certainly help you close more deals.

Our sales revenue isn't declining, so why should we improve our sales process?
It's important to understand that developing your sales process does not necessarily mean that your sales organization is underperforming or that your current process is flawed. Like maintaining a finely-tuned race car, selling is a continuous cycle of design, execution, measurement and re-design. Neither static nor "winging it" sales processes are compatible with today's competitive selling environment.

The lack of a well-constructed, clearly understood and universally followed sales process puts your company at a disadvantage against competitors with such a process in place.

What exactly is a sales process?
A sales process is a document that identifies and explains each step of how an organization's products and services are sold. The goal of a sales process is to generate maximum sales revenue at minimum expense, through consistent, across-the-board sales excellence.

Unlike some documents that are written then forgotten, a sales process is understood and followed by all sales and sales-related personnel in the company. A sales process will evolve over time, as new products and challenges are introduced into the sales cycle.

Key components of a well-constructed sales process include:

• Sales objectives and priorities.
• Steps and participants connected to pre-sales, sales, post-sales, sales management and executive management.
• Lead generation, discovery, objection-handling, proposal, negotiation and contract signing components.
• Metrics and reporting for goal-setting, tracking and measuring effectiveness.

Interestingly, the activities themselves that go into creating a comprehensive sales process are highly beneficial. Cross-organizational questions and discussions often uncover elements of the current (perhaps undocumented) sales methodology that are redundant...and sometimes even harmful to effectiveness and profitability.

Won't a sales process instill a mindset of inflexible, rules-based selling?
Just the opposite! Sales representatives with a clear process to guide them will see more ways to deploy creative, out-of-the-box methods in closing a deal.

For example, a well-constructed sales process may:

• Spark collaboration between sales and marketing staff
• Suggest ways to conduct regional event-driven lead-generation events
• Provide templates for trickle marketing, such as keep-in-touch newsletters.
• Describe creative tactics for contacting high-level decision makers.

How do we know if we would benefit from Driven To Sell services?
Answer these questions about your organization:

• Are your sales revenue forecasts and deal closing probabilities accurate?
• Can management rapidly identify the precise status of any key sales opportunity?
• Do your marketing/messaging campaigns often fail after reaching the field?
• Is your salesforce having trouble reaching their prospects' key decision makers?
• Are your lead-gen specialists motivated by winnable incentives and contests?
• Do remote sales staff underperform those based at or near headquarters?
• Can your typical customer describe your organization's basic value-add?
• Are sales skills assessments regularly conducted to measure training needs?

If your answer to some of these questions is, "No," then contact the Driven To Sell team to discuss your organization's needs.