TINTON FALLS, N.J. (August 13, 2009) -- Commence Corporation, a leading provider of customer relationship management (CRM) software solutions designed specifically for small- to mid-size businesses, today released a new white paper titled "The Clear Cut Advantages of Standardizing the Selling Process." The first in Commence's new Corporate Tips series, the paper details how companies can achieve better sales results through the implementation of a standardized sales process.

Most organizations have various automated business processes and systems already in place, such as those in accounting and purchasing departments. Yet, many organizations acknowledge that they do not have documented formal sales processes. Businesses without documented sales processes often share common problems, such as lengthy timeframes to find and nurture prospects as well as close sales. Following a consistent process allows companies to more easily analyze key events and recognize what is working and what is not.

"Better preparation, deeper research and clearer goals produce a more effective sales team and better results. With standardized processes, managers can more easily determine how each sales rep is performing. Having a definite plan on when and how to give demonstrations, prepare a proposal or send a sample helps sales reps to proactively control the sales process," commented Larry Caretsky, CEO of Commence Corporation.

The paper examines the steps on executing a sales process – documenting the process, designing the implementation, training the sales team and supporting the implementation. A crucial element is support from management. A recent study found that when sales training is reinforced by management, productivity could permanently increase by 15 percent.

The white paper notes that the biggest challenge with adopting a new sales process is getting everyone to follow it. A CRM system, such as Commence OnDemand, can guide and reinforce automated sales processes. A system that can prompt a user...