Sales Process Articles, Sales and Marketing Management Articles

The previous version of this website offered 15 years worth of articles on sales process improvement. Hundreds of executives like you visited time and again to read them and see how they might improve their own businesses.

The ones they read most often are included here (some were downloaded thousands of times!). They are organized under these headings:

The full archive is growing monthly, available to members of salesperformance.com. Below are the best of the best (Note: due to temporary technical difficulties, I will be gradually adding more of the best articles in the coming weeks.)

Implementing a Formal Selling Process and Performance Measures in a Sales Organization

Barry Trailer and Joe Vavirka, Kaydos

This article is the industry's first systematic case study of an organizational sales process. The article was published as an appendix to Operational Performance Measurement, by Will Kaydos, St. Lucie Press ISBN 1-57444-099-3.

Barry Trailer is a Partner at CSO Insights. Joe Vavricka is President of Vavricka Associates.

How to Avoid the Four Most Common Mistakes of Sales Process Mapping

Michael J Webb, Sales Performance Consultants, Inc., iSixSigma, February 2003

This article illustrates the most common errors that make sales process mapping less effective than it could be, and presents approaches that will enable you to avoid them.

Conclusion: Process mapping is one of the most important tools in the Sales VP's bag!