All salespeople know the destination of the sales process: converting a prospect into a customer.
But going from stranger to customer isn't always a straight shot. You may be tempted to take a shortcut along the way, or you may turn off the sales process road too soon.
Make sure your sales team isn't taking unnecessary detours or damaging shortcuts by creating a road map they can follow. Mark important stops along the entire sales journey, from “This person is a stranger” to “This person is a customer.”
The infographic below makes sure you're headed in the right direction.