How many companies struggling right now never actually had a real sales process?

Question

Working at a publicly traded cybersec company (you'd know the name), and man, people are really flinging shit at the wall and seeing what sticks.

I can't help but feel that the at the company "things worked until they didn't." Super disorganized, poor training, minimal sales ops team, etc, but the bull market covered up all these problems. Now the whole company is realizing they don't have a reliable way to generate pipeline.

Anyone else feel their company got carried by the money printer?

Accepted Answer

A lot. It's something that is commonly applied, yet seldom done so successfully. Proper sales knowledge, processes and implementation is the rarest of currencies.

Answer

I mentioned this another post, but for any company to be successful they need to handle the jump from early stage scrappy/skating around process to close deals to an organization with processes.

Answer

The companies with outrageous Ops:Rep ratios (1:20+) are the ones I see struggling the most. One pillar cannot support the entire foundation, and the companies who invested in the support structure are still performing.

Answer

Most companies will hire competent sales people but don't think about investing in sales process or hiring a someone who can. And when you look at VP of Sales job descriptions, you see very little on sales process implementation - just a focus on actual sales results.

Answer

Companies with tight processes are struggling too

Answer

crazy what happens when you dont get lots of rfps or inbounds

Answer

Many organizations struggle with sales process. A downturn in the economy exposes the ones that don't really have good process in place. That said, even companies with good practices are not doing as well as they had been.

Answer

Many-Most? False growth mindset syndrome. It's easy to count your chips when you're constantly dealt a winning hand. "Hey! I'm a pretty good poker player." People start to believe that either they or their product is so good they're exempt from having to create and work pipeline in a consistent way.

But then the lights came on. There are a whole lotta cockroaches scrambling to get back under their rock.

-excuse the double analogy foul

Answer

When the tied goes out you can see who was swimming naked!!!

ExtremeVibeChecker44

How many companies struggling right now never actually had a real sales process?

14 comments

ExtremeVibeChecker44

How many companies struggling right now never actually had a real sales process?

14 comments

Related posts

Hardest aspect of hiring sales people right now?

Hottest Tech companies for sales reps at the present moment?

What sales orgs are (actually) hiring right now????