A colleague at another company has developed a sales process with four steps in it. They are concerned that the process is too short. What would you tell them?

1. “If the process is robust enough to support the needs of your sales team, it doesn’t matter how long or short it is.”
2. “Shorter processes are easier for salespeople to remember and execute, so having such a short process is ideal.”
3. “Don’t forget to include steps for places where a sale runs into trouble. Have you considered adding steps for following up, rescheduling meetings, and finding a new point of contact?”
4. “Four steps might actually be too long. The ideal sales process has three steps: prospect, demo, close.”

Correct Answer:

• “If the process is robust enough to support the needs of your sales team, it doesn’t matter how long or short it is.”