Sales TriangleLast week I overheard a conversation between one of our client implementation consultants and a former prospect who had just come on as a customer. One of the first things our implementation team does with a new client is hold a Business Plan Review, designed to identify a client’s key processes and value areas.

In a nutshell, the question this new client asked was, “How does defining all of these process steps directly benefit my sales reps?

As much as we tout the benefits and productivity of a good sales process linked to a CRM software system, the short answer to this question is, “Sometimes they don’t.” . . . .

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