Every selling situation has a logical sequence of activities from determining prospects with the highest likelihood of success and generating meetings to writing contracts and closing the sale.

The first element of any model we develop is determining what the "construct" or phases are for the model - typically there are five to eight. Defining a construct has several benefits. First, your customers will feel that you are organized and have a plan - that you are in control of the project. Secondly, this discipline will ensure your sales reps are doing the proper information gathering, needs analysis and discovery, so there will be no surprises for you or the prospect. And finally, you will be able to easily ascertain where a particular rep, region or entire company may be struggling at any time during the process and take corrective actions - is it phase 3, phase 5, etc…