The very best Sales Directors use each step in the sales process to serve as part of the foundation for developing specific performance standards and expectations (often referred to as competencies) that will enable the salespeople to accomplish each step. We can identify three specific sales cycles i.e.

Predominantly internal reactive sales – which we call Level One selling where there is usually no face to face customer interaction and the sales cycle is quite simple and often quite short I.e. The salesperson provides a price in response to a request to quote as a result of a reactive or pro-active telephone call. Some negotiation may take place after which a price is agreed and the sale made

At Level Two, the sales cycle can be more elongated and involve qualification via the telephone after which the salesperson decides that the opportunity is of sufficient value or the prospect is of sufficient size to warrant a face-face meeting This exploratory meeting is the most important stage within the Level Two cycle and crucial information such as size of budget, timescales, competition, buying criteria, decision making unit and any constraints that should be addressed, all need to be established up front at the earliest possible time.

The next stage is usually the preparation of a quote or proposal, which is ideally presented to all the members of the decision-making unit rather than posted, followed by negotiation and close. Once the initial opportunity has been successfully transacted the salesperson then needs to move into account development mode and fully explore additional opportunities

And finally consultative selling  i.e. Level Three – here then are the four stages of the consultative sales cycle, or you can assess yourself

Today’s News: Over at Salesopedia, Clayton Shold is in conversation with Carl Moe……

“Carl Moe focuses on revenue – your revenue. If you wake up at night worried about revenue for your organization this is a podcast you want to listen to. Perhaps you don’t go by the handle Chief Revenue Officer but you have accountability in the capacity of CEO, CFO or CMO.  In this podcast you learn that revenue is a system level activity similar to any other business system such as a quality system, ISO system or accounting system.  It is comprised of four inter-related core processes – selling process, forecast process, a talent selection process and an incentive process.  
 
Carl Moe is the author of “Sales Revenue System 2.0 / Your Chief Revenue Officer B2B Success Model.” He is the founder of CRO Success – an organization dedicated to developing and delivering the tools, processes and systems Chief Revenue Officers (CRO’s) need to succeed.”

You can listen in HERE

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