A robust sales process is the backbone that supports the organisational scale and high growth of a revenue machine. It will provide accurate forecasting and allow sales and marketing to work together effectively. Unfortunately, there isn’t just a single correct sales process for every team, as business leaders would need to understand the market and identify their internal company’s dynamic in its journey and growth. The outcome for every group will be different. Still, some revolutionary steps will help you achieve sales process success, and this article will explain said steps.
Consistency is Key
People should really understand that it’s not about whether you are equipped with the right processes. Instead, it’s about whether your team can act against them without any deviation or not. The worst thing you can possibly have is if there isn’t any sales process at all. You can tackle this issue by making a quick decision regarding either reopening lost opportunities or creating new opportunities in Customer Relationship Management (CRM). After that, enter the data into the CRM and log every key step in the sales process. Be careful not to let reps proceed on poor data quality. Lastly, utilise a picklist in your CRM to keep everything structured. This kind of consistency is needed in building a successful sales process.
Selling Stages Golden Rules
Entering data into the CRM is just the first step. The next step is to create selling stages and critical activities through three golden rules. The first one is to ensure each stage is easy to understand and not too complicated. This is an essential step because if your new colleagues don’t understand the different stages, then said stages will fail to meet the criteria. Therefore, you will need extra time to clarify it to them.
The second rule is to make sure that there are identifiable differences between each stage. The way to do this is as simple as having representatives with a helicopter view on each stage and knowing how to handle them. Reps must know the causes for the differences on each stage and what needs to be done to acquire a deal to the next stage are. To differentiate your stages to ensure your new colleagues will pass the test.
The third and final rule is that any meaningful progress is made towards a purchase decision. This rule is a given because most of the time when you are thinking about sales, it should illustrate positive progress based on keeping the sales in full throttle. Remember and combine these three golden rules to achieve a successful selling stage.
Building a sales process for your team and sales as a whole would need detailed planning and execution, and these two points stated above are the way to do it.
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