Define Your Sales ProcessTo Grow Your Business

Define Your Sales Process

It’s a great asset to your company to have an effective sales team.

The sales team is the face of your company, and it’s not the size of the sales team that translates into more sales.

Have an established and well-defined sales process.

By “sales process” we mean a systematic and tested approach that help your sales team close deals and reduce friction in introducing products or services to the customer.

2

Why Sales People Need A Process

A poor sales process will hinder a sales person’s ability to succeed.

The majority of those who choose a career in sales will only hit their stride if there is a tried and true sales method.

The benefit of defining your sales process is twofold. You can increase your overall sales and develop more productive sales people.

3

Put In The Time - See The Results

4

Defining your sales process requires a lot of time and effort.

Building a sales method is not a “one and done” type of situation.

There are many benefits to your company when you have a well defined sales process.

.

Put In The Time - See The Results

5

Identify Opportunities and Potential ProblemsWith an established sales process it’s easier to determine reasons for falling short of goals.Always set proper expectations with clients this will create a more enjoyable customer experience.

Predict RevenueHaving a well-defined sales process will give you a better understanding what will work and what won’t work. This will help you more accurately predict the number sales to be closed in a giving time frame.

Make Success RepeatableA great sales method eliminates random variables because you have a set structure that you work with each time.

Increase Onboarding and Training EfficiencyWith a proven framework that can turn leads into sales, it’s easier to insert new sales people and bring them up to speed.

Put In The Time - See The Results

6

Get Everyone On The Same PageWhen everyone is speaking the same language, it is much easier to maintain a level of visibility into your current successes and failures.

Set Evaluation StandardsHow efficient is your sales team? A good sales process makes it easier to set your own standards and evaluate the team.

Better Team MeetingsTeam meetings will become far more structured because you are reinforcing the established best practices.

More Measurable ResultsYou won’t have to guess the sales team performance anymore. You will know where sales need to be and where you’re currently at.

Higher Profit MarginsHaving a well-defined sales process will give you a better understanding what will work and what won’t helping you predict the number of sales that need to be closed.

Things That Might Influence Your Sales Process

As you design your sales process, it’s important to take into account several factors that are unique to your business or industry.

Factors you need to include: Current sales team Industry trends The company’s current assets The product/service offerings Any changes to the product lineup Financial limitations

7

Building A Strong Foundation

8

9

Building A Strong Foundation

Every company has it’s own needs and requirements, but there are basics you will find in every effective sales process.

If you include these steps in your sales process, you will have a strong foundation.

The Four-Part Foundation

1. Prospecting

2. Qualifying

3. Presenting

4. Closing

The Four-Part Foundation

1. Prospecting

Make contact with leads, discover their needs, and match those needs with service the company is offering. Define the contact type. This will inform you on how to approach them and make sure they are receiving the proper attention.

2. Qualifying

Now that you’ve decided how to approach them, it’s time to find out more information. Determine if the have the budget and criteria to match your company.

3. Presenting

The sales person is to take everything they have learned about their leads and create a proposal that meets their needs. Their may be some negotiation in this step which is fine as long as the deal is beneficial to both parties.

.

4. Closing

The closing is not the end of the process. This is where the deal is finalized, see that payments are made, and services tendered. This step is critical for developing repeat and long-term customers, even though the deal is done there is potential for customers to keep coming back.

Define Every Step

Once the basics have been integrated into your sales process, encourage your sales team to work their way up the steps as consistently as possible.

Think of the four steps as milestones.

Figure out a process that takes you from one step to the next.

Keep all steps and milestones as simple as possible. For Example:

Prospecting means engaging with a potential customer Qualifying means assessing their needs and determining what is driving them to

you. Presenting means developing a proposal that is both appropriate and timely. Closing means making sure the check is in the mail.

When Is A Deal Ready To Close?

10/15/14

When Do You Know A Deal Is Ready To Close?

A trained sales person can learn specific questions or statements to help determine their readiness.

If ready to buy look for questions like: What other options do I have? How fast can this project start? How long until completion?

In need of more reassurance: What could happen if my needs change in the future? How long will this really last me?

Not ready at all: My friends said I’m better off with [blank]. Can I get my money back if I don’t like it?

Closing The Deal

How to make it easier for someone to pay for your service? Remove as much friction as possible. Friction includes concerns over price or

warranty.

What steps must be completed before client can be moved to the “closed” category? This question can only be answered by the sales process. This should be a

simple method where sales people know what to complete before client can be in “closed” category.

Customer Retention Keep your customers coming back to repeatedly do business with you. Closing a

deal and leaving it is counterproductive.

Tool Up Your Sales Process

Reliable Customer Relationship Management (CRM) is critical.

With the right program you can: Map out every step of the sales process with every customer Stop relying on your own memory. Capture and organize every communication. Create visibility with each lead entry.

Be prepared to go beyond your CRM

Keep collecting data and use it to strengthen sales process.

Always be aware of your options there are several options that can help your business grow and expand.

Seek and Use Feedback

The sales process is not something you should develop without consulting the sales team.

Your team will adapt to the sales process when they feel like they have had a hand in its creation.

Gather actionable data that will constantly improve your process.

For example Work with top performers and see what they’re doing right, and how it can be

used to develop your sales process. Work with low performers to see how they can make better use of tools and

improve their efficiency.

Expect Adherence And Plan For Growth

Expect AdherenceAs your company evolves make sure everyone is on board with the program and will be judged according to the process.

When everyone is working with the same tools and resources it’s easier to build a unified team.

Plan For GrowthWhen you define your sales process, you create a framework which your sales team can help you build your business.

By defining your sales process you can discover new ways for your company to grow.

10/15/14