From the course: Cross-Functional Sales Teams
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Defining the process
- In simple terms, a cross-functional sales process is actually a systematic approach involving a series of steps that enables a cross-functional sales team to clearly and more easily follow a buying process from unqualified prospect all the way through the sale and then effective delivery or implementation. This process should be customer-centric, not self-centric in nature. It should be clear, easy to understand, and very intentional each step of the way. Random acts produce random and uncertain results. In sales, random acts can be used occasionally, but a systematic and well-defined best practices approach can assure more predictable results. By developing and implementing an effective process with definable steps, you generally create the following: First, as I mentioned before, predictable outcomes. It's really important how these predictable outcomes through a series of actions that could and should lead to more sales…
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