I read the book the Perfect Sales Force by Derek Gatehouse. It is a great book and well worth the read. While I agree with most of the text the area that does concern me is his point that Sales Process is essentially a waste of time as it hampers top performing sales people as it moves them away from their own successful style. My issue with this is that if that is the case then the Sales Process is too inflexible and the sales management is being run on activity not results. An entrepreneur and sales director said to me “I enjoy the sales process we implemented. It gave me a structure to follow yet allowed me to sell the way I sell and did not cramp my style”. That is what a true sales process should do. It should not stifle your super stars.

The other major issue I have with Derek’s view is that one of the biggest beneficieries of a Sales Process are those not involved in sales. I have found whenevr I train engineers, marketing, operations in a sales process they absolutely become more understanding of the sales team and we get a sales culture building. Suggesting Sales Process is over rated does nothing but further the divide that exists in too many companies between the sales team and the rest of the organisation.