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The 6 Phases of the Buying and Selling Process [PDF]

When organizations have a "World-Class" sales process (the top tier of our 5-level sales process maturity level scale), the win rate from proposal averages 57%. When the sales process is merely "Defined," the win rate averages just 44%.

Getting your sales process right, and knowing it inside and out, is essential if you want to bring in wins consistently. 80% of Elite Performers (the top 7% of respondents to our research study) have sellers who are deeply knowledgeable about their company's sales best practices. Only 34% of The Rest do. To facilitate the sale successfully, you also need to understand the buying process and how it works.

Read: What Defines Elite Performers, Top Performers, and The Rest

See the graphic below for a 6-phase framework connecting the selling process with the buying process.


Additional Reading
Infographic: 5 Sales Skills to Differentiate Your Team

In our recent Top-Performing Sales Organization study, we were particularly interested in the sales skills that stood out when sellers not only met their goals, but also believed their goals were challenging.

[New Research] Benchmark Report on Top Performance in Strategic Account Management

When we studied strategic account management in 2012, 59% of sales leaders believed there was greater than 25% revenue growth potential in their existing accounts.

In a separate, more recent research initiative, we found that the #1 priority for sales leaders in the year ahead is to increase business with existing accounts. We also discovered that Top Performers are nearly 2x more likely to be effective at maximizing sales to their existing accounts.

5 Essentials for Managing Your Sales Organization’s Talent

Attracting and retaining top sales talent is a huge challenge for many companies.

If you want to take your sales results to the next level, your organization must have the right people in the right roles, performing at a high level day in and day out. You also need the right management team with an effective process in place to ensure this all happens.