Why Common Sales Language is Important for Overall Sales Management

It’s important to think about the types of customers a sales department has – a one-time customer, a current customer, a recurring customer, or a past customer. Or in some cases, the customer is a partner that your organization supports. Your offering compliments your partner’s ability to fully serve their customers.  

Having a common sales language helps with communication, sales management, and coaching sales team members to enhance their performance. Defining terms like “contact,” “lead,” “suspect,” “prospect,” or “opportunity” will enhance the communication and efforts of a sales team to be effective, efficient, and successful.

Take stock of your sales language. Is it specific to the needs of your sales team and its success? Are there terms that lack clarity or are not common to the entire team? Are there terms you should add because they would help with ongoing sales management, assessing what is and isn’t working, or to pursue a new channel that aligns with the strategic direction of the organization?

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