Great companies have great processes.
To achieve this, there is a fair amount of time in discovery and development as well as continuous improvement of their developed processes.
A sales process is basically a series of steps that you take potential customers (and existing customers for their next sale) through on their journey with your company to purchasing something.
Quite simply, a well researched, thought out and implemented sales process makes it easier for you to close sales.
Typically we noted, “if” there is a documented sales process in place (not common), it’s often neglected and ends up in a “frankenstein state” of disrepair; or has way too many steps in it (overcomplicated), meaning it’s not very useful because no-one actually understands or uses it effectively.
The information gathered in a sales process (data) should be used for the benefit of the business and it’s growth, most importantly it should help the salespeople be more effective with sales!
One very important use of the data is for Reporting on the information gathered throughout the sales process should be used by management and staff to measure the effectiveness of the process and be able to plan and forecast for better results (pipeline, revenue and customer growth).
Also you may be experiencing some of these issues…
A) limited clarity on what sales will close in 1 week, 1 month, 3 months etc.
B) not understanding what triggers will progress potential deals
C) not knowing what specific buttons to press to grow revenue in 1 month, 3 months & 6 months
D) not having an easy to explain system to onboard new sales staff to, to get them selling
Developing a sales process that reliably helps salespeople close more business, is the plan and a remarkable feat when it is happening!
Effective pipeline management is a major aspect of a good sales process as well. Unfortunately there is no way to measure or therefore manage anything well, in most sales processes (because they are not set up well).
You need long term vision and solid planning to establish a strong perpetual sales pipeline.
The core of sales processes that we help develop revolves around keeping the right prospects and clients moving forward in their buying journeys and once clients for the first time retaining them for the long term.
Knowing your customer intimately (including their buying behaviour and stages in their buying journey) improves your sales process by a huge proportion.
Combining an intimate knowledge of the customer and a deep understanding of the market will also help you stay ahead of the market and close more sales because you are nurturing potential clients in a different and better way than your competitors (with good data).
Creating processes in this way also has other positive outcomes as well; one of which is helping you predict how to cater for the upcoming demands and develop products and services to meet those needs…
Traits Of A Good Sales Process
Some of these are filters and pre-work you need to have done prior to starting your sales process development.
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