I've written dozens of articles on Sales Process an you can read many of them right here. If you pay attention, you can even see how my thinking has changed over the last 10 years. While I have never wavered on the importance of sales process, I have modified my thinking on why it's so important, what it must consist of, how it should work, and how it should be integrated into CRM.
When the folks at Gazelles / Growth Institute asked me to write an article for their Blog, they suggested that I write about the Sales Process I introduced in my 2005 best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball. I had already recorded a one-hour seminar for the Growth Institute Scaling it Up Club and they thought it would make sense to write about that. Instead, I wrote what I believe is my best article to date on the importance of sales process and what executives routinely show me when I ask to see their sales process. The article should be fun to read so let me know what you think in the comments. Read Why a Customized Sales Process is Like Buying Shoes. The funny thing is that I wrote that article for them long before I started the book, Shoe Dog, and wrote this article! Suddenly, it's all about the shoes!