TSSL #020: Sales Rep Blind Spot # 4… Understanding the Customer's Procurement Process!
Read Time: 2. Minutes
How well do your sales reps understand their customer’s procurement process?
I mean really understand it?
Some reps don’t care when they get their Purchase Order as long as they get it.
But if you work in a publicly-traded company, as I did my entire career, closing your deals when you forecast them is a huge issue for YOU and your sales team.
My boss at NetApp used to say he cares more about the quarter than the month or the week.
Hitting your monthly or quarterly forecast starts with consistency week over week.
For most reps the Customer Procurement Process is a real Blind Spot
It’s tough to accurately predict your business if the information you’re counting on comes from reps who don’t understand all the steps required by their customer to issue a PO… when expected.
It’s not like this information is top secret.
In fact, most customers will share their procurement processes with you.
IF you ask!
If the team has developed a coach inside the customer (as I strongly recommend), the coach should be able to walk through their company’s procurement process or at least introduce you to someone who can.
Developing a coach who can guide you becomes even more critical if you do much business with new customers.
… And if you sell with partners who have been in the account for a while, they can also share insights into the process.
If you ask!
In my experience, the most successful reps go out of their way to understand exactly how their customer’s procurement process works.
It’s not rocket science, but they’ve taken the time to make learning how the customer buys a priority.
Don’t wait until the last Friday of the quarter to learn that there’s a VP on vacation who’s not available to sign off until Monday.
You can help fix your sales reps’ procurement blind spots if you shine a bright light on this part of the sales cycle … before it’s too late!
- See you next week when we explore: The big Blind Spot reps have selling to people who can actually say YES.
See you next Saturday.
Great Selling – Jeff@SalesLeadersOnly.com
Whenever you’re ready, there are 3 ways I can help you:
1. If you’re looking to improve the way you coach your team’s complex sales campaigns:
→ Watch this short video
2. If you’re looking for a simple guide to WIN More Big Deals With my Proven 3-Step System:
→ Read my Book – Winning the Six-Figure Sale
3. If you want help implementing a structured Big Deal review process in your sales organization:
→ Book a free discovery call in my calendar
Lead, Grow and Over-Achieve your Sales Targets.
Join 1200+ Subscribers who get 1 actionable sales leadership tip every Saturday morning.
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TSSL #020: Sales Rep Blind Spot # 4… Understanding the Customer's Procurement Process!
Read Time: 2. Minutes
How well do your sales reps understand their customer’s procurement process?
I mean really understand it?
Some reps don’t care when they get their Purchase Order as long as they get it.
But if you work in a publicly-traded company, as I did my entire career, closing your deals when you forecast them is a huge issue for YOU and your sales team.
My boss at NetApp used to say he cares more about the quarter than the month or the week.
Hitting your monthly or quarterly forecast starts with consistency week over week.
For most reps the Customer Procurement Process is a real Blind Spot
It’s tough to accurately predict your business if the information you’re counting on comes from reps who don’t understand all the steps required by their customer to issue a PO… when expected.
It’s not like this information is top secret.
In fact, most customers will share their procurement processes with you.
IF you ask!
If the team has developed a coach inside the customer (as I strongly recommend), the coach should be able to walk through their company’s procurement process or at least introduce you to someone who can.
Developing a coach who can guide you becomes even more critical if you do much business with new customers.
… And if you sell with partners who have been in the account for a while, they can also share insights into the process.
If you ask!
In my experience, the most successful reps go out of their way to understand exactly how their customer’s procurement process works.
It’s not rocket science, but they’ve taken the time to make learning how the customer buys a priority.
Don’t wait until the last Friday of the quarter to learn that there’s a VP on vacation who’s not available to sign off until Monday.
You can help fix your sales reps’ procurement blind spots if you shine a bright light on this part of the sales cycle … before it’s too late!
- See you next week when we explore: The big Blind Spot reps have selling to people who can actually say YES.
See you next Saturday.
Great Selling – Jeff@SalesLeadersOnly.com
Whenever you’re ready, there are 3 ways I can help you:
1. If you’re looking to improve the way you coach your team’s complex sales campaigns:
→ Watch this short video
2. If you’re looking for a simple guide to WIN More Big Deals With my Proven 3-Step System:
→ Read my Book – Winning the Six-Figure Sale
3. If you want help implementing a structured Big Deal review process in your sales organization:
→ Book a free discovery call in my calendar
Lead, Grow and Over-Achieve your Sales Targets.
Join 1200+ Subscribers who get 1 actionable sales leadership tip every Saturday morning.