A colleague at another company has developed a sales process with four steps in it. They are concerned that the process is too short. What would you tell them?

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  • “If the process is robust enough to support the needs of your sales team, it doesn’t matter how long or short it is.”
  • “Shorter processes are easier for salespeople to remember and execute, so having such a short process is ideal.”
  • “Don’t forget to include steps for places where a sale runs into trouble. Have you considered adding steps for following up, rescheduling meetings, and finding a new point of contact?”
  • “Four steps might actually be too long. The ideal sales process has three steps: prospect, demo, close.”
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