Keeping It Formal: How a Fragmented Sales Process Can Shatter Your Sales Team’s Results

Sales fragmentation. Never heard of it? It’s the silent killer of the best laid plans of mice and sales teams.

Nothing prolongs the sales cycle more or derails a sale altogether like it. It rears its ugly head especially during times of uncertainty—most recently in this post-COVID environment. Complex and semi-complex sales already come with their own flavor of challenges. Then throw in uncertainty in the marketplace, companies reorganizing and re-engineering, The Big Quit, and shifting roles. The pressure is on sales leadership to design the right playbook as the sales profile has changed, not to mention the buyer’s priorities. Couple all of this with the fact that a lot of ideal prospects are either entirely or half-time remote. It’s a recipe for sales fragmentation—the tendency for both buyers and sellers to disrupt a formal sales process with informal communications, thereby prolonging the sales cycle while lessening the odds of closing a sale.

In this webinar, Lance Tyson showcases how to effectively undermine fragmentation using his evidence-based Sales Team Science™ framework—a 360° solution that focuses on 7 elements of high-performance sales teams: Leadership, Management, Process, Effectiveness, Methodology, Talent, and Technology.

Presenters:
Gerhard Gschwandtner, Founder and CEO, Selling Power
Lance Tyson, President and CEO, Tyson Group