In a complex sales process it is vital to have the best sales person up front in front of the buyer. Moreover, collective decision making must be employed as decisions span across various domains. It is also vital to have a cross functional team in place, as the buyer's expectations may not be a solution to fit one department or two.
A complex sales process differs from that of a complex one in many ways. The most important one being that in a simple sales call, there can be just two end sates resulting from a sales call,
1: Order (Which can be termed as a Win)
2: No Order (Which can be termed as a Loss)
Whereas for a complex sales process, there can be multiple outcomes,
The best and the most expected and coveted ORDER (Obtaining commitment).However in the span after demonstrating capabilities there can be various other outcomes, like ADVANCE(Agreement on an action to move the sales forward), CONTINUATION(Discussion continues without any notable progress) and the most dreaded NO SALE (Loss)
Business development is a lucrative career option now. With India bringing in customers across the world to the table laden with software solutions the demand for a better sales force in complex sales is quintessential!