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. 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. 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 presentation, Lance Tyson showcases how to effectively undermine fragmentation using his evidence-based Sales Team Science™ framework.