It stopped me in my tracks. I was reading Gino Wickman’s simplistic advice in his book Traction: Get a Grip on your Business – “Define your sales process” Period. End of sales process advice. I was incredulous that this was the sum total of what Gino wrote on this crucial business process. As a recovering engineer I know that revenue traction will never occur without major improvements to most companies’ sale processes.
Many executives implement EOS hoping to improve their revenue performance. Documenting their current ineffective sales process is not going to improve revenue performance. Feedback from our CRO RoundTable members and current EOS users is that the EOS requirement to document their sales processes (Gino’s step 5) assumes a level of performance capability that does not exist in their current sales process. It is the old “garbage in-garbage out” approach.
Essentially, they don’t feel their current process is worth documenting – so what do they do?
They turned to our CRO Revenue as a System approach to document their sales process. They found that implementing the Chief Revenue Officer: B2B Success Model delivered as much upside opportunity to their business as all the rest of their EOS implementation.
Contact us to learn more about improving your sales process. Your bottom line will thank you!