Efficiency and alignment are critical elements of sales productivity. An effective sales process provides a vehicle to enforce discipline, repeatability, predictability and validation of progress throughout a sale. Most importantly, it allows for inspection and planning – in advance.
Salespeople are competitive. They hate to lose. Giving up or walking away from a potential deal is not in the salesperson's DNA. However, part of being a great salesperson is knowing when to walk away from a potential opportunity.
It may seem counterintuitive, but knowing when to walk away from a sale is just as important to your sales strategy as executing the prime opportunities.