MANAGEMENT ─ Sales Process
WHAT'S THE
BIG DEAL
?
SALES PROCESS
ABOUT A
Follow these steps to increase sales. By Lisa Magnuson
M
ost sellers don’t want to think about their sales process. After all, it’s more of an art than a science. Sales comes naturally, and every sales situation is unique. Let the sales leaders think about it. The sellers just want to sell.
So, what are the benefits of a clearly defined and adhered to sales process? ● A baseline, representing best practices from which improvements and adjustments can be made ● Clarity for sales people, sales leaders and stakeholders ● Common terminology to enable clear communication ● Quantifiable and repeatable ● Identifying sales pitfalls means the opportunity to design “Plan B” to avoid ● A framework to identify triggers or sales accelerators’ (i.e. those activities that accelerate the sales process) ● Basis for automation (the sales process should drive sales force automation, not vice versa) ● Improved close ratios by following a success template ● Predictable sales results – a system that produces results Before we go any further, let’s simply define
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a sales process. A sales process is a step-by-step approach to selling that is designed for salespeople. It should represent best practices. The sales process covers initial contact with a prospect through contract and beyond. The benefits may appear “too good to be true” by implementing a sales process into your sales organization, but it really is that simple. If done correctly, there will be lots of upside and no downside. Here’s where to begin.
Step One: Build the Framework ● ● ● ●
Phases or stages Phase components Phase characteristics Pipeline ratios
Step Two: Design the Details ● Best practice activities associated with each phase ● Mark trigger or sales accelerator actions. ● Consider and note common sales pitfalls for each phase. ● Include sales resources and tools for each phase.
Step Three: Integrate your Prospect’s Typical Buying Cycle ● Prospect buying steps ● Prospect activities
WhatTheyThink - Wide-Format&Signage | May 2020
