The only way to ensure that the sales team obtains constant and predictable results over time is by standardizing the sales process . How to do it?
how-to-manage-the-sales-process
The sales process should be a set of repeatable steps that a sales team takes to convert a prospect into a customer. Companies that do not have a formal and well-structured sales process result in unprofitable businesses, frustrated salespeople, and long, repetitive sales cycles.
Are you going to meet your quota this month? Or how many appointments do you have for next week?
What's the difference? It's in what you get and the results you really hope to achieve . For example, your sales plan says that to meet your goals, you need to close 100 new clients in the first month. How can you ensure that your sales representatives will reach their goal?
How many calls does a salesperson have to make to contact a client? How many emails does he/she send? How many quotes does he/she present? How many visits does he/she make to close a sale? Per day, per week, per month, per year? And what happens when they say no to the first call or when they don't respond to the email?
Being results-oriented means understanding that sales goals are a consequence and that the execution of the plan and the sales process is the cause. So, it won't be enough to ask the sales team if they will get 100 new clients this month, but rather, what are they doing to achieve this? A salesperson needs consistency, order, instruction and methods to achieve their goals.
If we know that for every 10 quotes sent, we get a response to 6 and out of every 6, 3 are closed, how many quotes would you have to send in the first month if you want to get 100 new clients?
Before selling was an art, today it is a science
Let's get into context. What is a science? It is a set of systematically organized knowledge on a given subject, with principles, laws, rules, and is also characterized by the use of a methodology .
From an inbound sales perspective, results are not generated by magic, by bursts of creativity on the part of salespeople, or by strokes of luck. Sales are a systematic process, involving procedures, methods, and tools that can guide the sales team to achieve your company's objectives.
Sales, a set of repeatable steps
It's time to analyze your sales process. How are new clients generated? Are they the costa rica phone number data result of your star salespeople? Are they the result of the thousands of calls made each month? Are they the result of the hundreds of databases that salespeople have to compile? What are the constants?
When the sales process is standardized, it provides direction and structure to executives, sales advisors can carry out their activities without the need to improvise, in an orderly manner and adhering to the company's standards and policies. In addition, it allows for increased revenue and reduced sales cycles .
A well-defined sales process is one that communicates to sales consultants the what, how and when . That is, it establishes the actions that must be carried out, the way in which they will be executed and the time in which they must be carried out. How to standardize the sales process? Let's exemplify standardization in some stages of the process:
Contact: You only have one chance to make a good first impression , so make the most of it. How do your salespeople make the first contact? Turn emails into templates , with layouts and reference points for salespeople. If it's a call, based on your buyers' profiles, you can create scripts that you can adapt to the buyer's context .
Practical case . The sales consultant starts by sending an email, the prospect does not respond, the next step will be a call, assuming that he responds with a negative, what is the sequence? And if he responds with an affirmative. Sales standardization consists of anticipating the actions that a prospect will take and planning accordingly using pre-established tools.
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