To stay on target and up to speed with corporate strategy, best-in-class companies intentionally establish a repeatable rhythm to guide their sales planning and execution processes. A structured “sales cadence” or Management Operating Rhythm® will help you stay focused on your critical few high-value sales activities.

Sales Process – Your sales process should be repeatable and effective in enabling tight qualification, better customer interaction, reduced time and successful results.

Consistent Message – Your sales team should understand and effectively deliver a consistent sales message based on customer verifiable outcomes.

Roles and Accountabilities – Your sales process should delineate specific roles and accountabilities for your reps at each stage of the sales process.

Customer Verifiable Outcomes indicate your buyers’ state of mind. They’re the actions your customers take as they progress through their buying process. Smart sellers use Customer Verifiable Outcomes as key criteria to advance opportunities to the next stage of the buying process.

Mapping your sales process to the customer’s buying process is the only way to truly stay in sync with your buyer. Make sure you acknowledge each

of these key responsibilities throughout your sales execution process.

The Buyer’s Needs: The most fundamental focus for buyers at any level is to ensure that their needs are being heard.

The Buyer’s Choices: Their next focus is to ensure that they are evaluating all of the available options for addressing their needs.

The Buyer’s Risk: Once they’ve evaluated the available options, the focus moves to making the “right” selection and mitigating their risk.

The Buyer’s Success: Your customer’s decision on a final solution brings an immediate focus on successful implementation and communicating victories.

Remember, simply following a sales process doesn’t guarantee the deal will close. Make sure your team is consistently qualifying all opportunities throughout the sales process to ensure that further investment of your time and resources have a solid chance to impact revenue.

Champions will sell for you when you’re not there.

• They’ll help advance the buying process and keep you informed

• They’ll garner support within the organization• They’ll have access to the economic buyer• They’ll possess credibility, influence and power

within the organization

Successful sellers make sure they have a champion in every account.

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