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Why should we have a common sales process?
The objection always comes up: sales is about building relationships, and people are different. That is true, but it is still not an argument against a shared process.
When each salesperson defines their own stages, a deal in Develop means different things to different people. The pipeline then becomes a sum of unlike quantities, making the forecast equally uncertain.
A new salesperson who can see which steps are expected will get up to speed faster than someone who has to learn how it is done by observing others. This is often the most immediate benefit.
If many deals fall through at the same stage, you can do something about it. Without shared stages, you can only see that some people sell more than others, without knowing where the difference arises.
A shared process defines which steps must be completed, not what should be said. The salesperson still uses their own judgment—the sequence and traceability are what everyone shares.
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