According to Jacco van der Kooij, founder of Winning by Design: “The best way to measure the impact of the sales process is to ask yourself, ‘Is the process hanging anywhere on the wall?’ Can people point to a block and say, ‘This is where most of the deals get stuck?’ Is the team trained in individual parts of the process, and can we measure improvements on these parts? When you ask people to draw the part of the process they are responsible for, can they sketch 4-5 blocks on a whiteboard and describe what happens in each block?”
If you can’t answer “yes” to all of the above, it suggests that the process was likely created in a vacuum