Everything that humans do is process. Everything.
Process is “a systematic series of actions directed to some end.” That pretty much describes everything you do, from brushing your teeth to designing a jumbo jet. The only time we escape process is when we’re asleep.
So why do many sales people react with, “Process? We don’t need no stinkin’ process.” (Apologies to Humphrey Bogart and Gene Wilder.) But you do. And here is the most important process you need: choosing the sales opportunity you’re going to work on right now.
That’s more important than your process for closing the sale because if you’re working the wrong opportunity, winning doesn’t matter. Neither does losing, which you will do more often than your manager will like.
That’s more important than your process for prospecting a lead because when that lead becomes an opportunity, chances are you’ll screw it up if you don’t get it into its proper priority in your pipeline.