The Sales Process

The document discusses optimizing a company's sales process. It argues that selling is a process like any other business process that can be mapped, measured, and improved. An optimized sales process can help a company gain control over its selling efforts, sell more efficiently, reduce costs, focus resources, and improve sales forecasts. The document provides tips for sales process improvement, including defining strategic goals, selecting target customers and accounts, managing time efficiently, and continuously measuring and improving the process.