Ever notice how the most “innovative” sales approaches are often created by people who haven’t closed a deal since Bush was president? (Either Bush. Take your pick.)
“Here’s our new 27-step sales methodology with 14 qualification criteria, 9 buyer personas, and a matrix of 32 objection responses, all documented in this gorgeous 112-page playbook nobody will ever read.”
Thanks, I hate it.
The best salespeople I know operate with brutal simplicity. They understand that every layer of complexity you add is another spot where deals go to die.
I watched a new rep trying to follow our “official process” to the letter. Poor kid looked like me trying to assemble IKEA furniture after three beers.
Meanwhile, our top performer scribbled her entire sales approach on a Post-it note. Guess which one is crushing quota?
Complexity is where good intentions go to die. That fancy sales methodology isn’t impressive if nobody can execute it consistently. It’s like buying a Peloton when what you really need is to take a walk around the block.
So here’s my challenge to you: What can you eliminate from your sales process today? What “mandatory steps” are actually just slowing you down?
If you can’t explain your sales approach in 30 seconds without PowerPoint, it’s too complex.
Keep it simple. Your pipeline will thank you.
