Sales process – If you are interested in the title of this article, you are probably eager to increase the efficiency of your sales department by improving the sales process. This is a good attitude.
You can use the checklist of questions below to evaluate the effectiveness of your sales process against the best practices that have been tested and proven over the years.
4 questions that will make your sales process more efficient
1. Have you defined your ideal buyer profile?
The biggest killer of small business sales efficiency is the very common habit of trying to provide everything for everyone. When each potential customer is drastically different, each sales approach will eventually be different. There is no harm in having several types of buyers, but it is very difficult to build a sales process and marketing machine that serves completely different buyers. So always focus on your marketing and sales prevention efforts at the same time.
When defining the personality of the buyer, pay attention to these questions:
- Do you have a document that describes your ideal buyer?
- Have you defined the characteristics of an ideal buyer such as company size and industry?
- Does it include other firmware information that may be unique to your average buyer?
- If you sell bigger deals to B2B companies and you have multiple contacts when selling your services, what are their typical titles and departments?
- What else is unique about them? Are they usually male or female, young or old, manager or individual contributors?
2- Do you have a sales process?
The second most common mistake is not having a sales process. Every sales job is a little different in the end. But similar things must happen in most of them. Find those similar steps and build a process.
Here are some questions to consider when creating a process:
- Have you defined the types of sales contacts you typically have at different stages of the potential customer buying process?
- Do you have a search process for potential customers over the phone that includes researching them using email, voicemail, and social media?
- Do you have a process for identifying goals and priorities?
- Do you have a process for ensuring that you can help them and get their opinion to buy?
- Do you have a standard method (such as presentation, show, or contract) that sets out a typical agreement?
- Do you have a process for purchasing in contract details?
- Do you have a process for helping previous or new customers use your services?
- Do you have a process for managing your existing accounts?
The above steps are suitable for most companies, but may not be enough for your business. If you are in a service business, you may need a step-by-step process to provide services, report, and review results with customers, as well as resell customers. If you are selling a physical product, you need a delivery and installation process.
3- Is your sales process documented?
To scale your process, you need to create real documents that explain how each call is made in your sales process, as well as what happens before and after. When selling new accounts, do you define the questions you often ask, the time it takes to tell stories, and the criteria that must be met to move a transaction from one stage to the next?
Use the internal wiki or Google Docs to manage this process. Google Docs is especially useful because others can sign in, write comments, suggest edits, and ask questions. This allows you to change your sales process over time.
Why do you have to do this? Your team will discover better and more ways to reach and attract customers, and your process needs to change to reflect these improvements. In addition, your marketing campaigns, product, and service capabilities, and competitive landscape are likely to change. Therefore, use shared documents to share and improve your sales process in real-time and effortlessly.
The best processes are the result of collaboration between front-line agents, managers, and sales consultants who have the experience of implementing a strong sales method in different scenarios. Use sales consultants because they will have extensive experience working with other companies as well as unusable sales methods and frameworks. Involve front-line resellers so they can test processes and provide feedback as they modify them. It also guarantees their acceptance; If front-line representatives play a role in creating the trend, they are more likely to follow it. Lastly, make sure that sales managers are involved to ensure that the process is carried out effectively.
4. Do you have an efficient way to identify the best clues?
You have specified your ideal customer profile. Next, identify the companies that match them and find contacts in those companies that match your buyer’s persona. Ideally, you will attract the right audience through inbound marketing. Prioritize those clues as long as they match the specifications of your ideal buyer.
Conclusion of sales process
Almost all businesses rely on a steady stream of new accounts to survive. Companies that dominate customer acquisition have not reached this level by accident. They have created a very purposeful process and are constantly testing themselves against their peers and competitors. Their commitment to continuous improvement helps them gain more customers and eliminate competitors.
While technology does not create the sales process, it certainly enables agents to follow such a process effectively. Focus on the customer as you build your process, but also consider the steps each representative must take to get the job done. When agents are more efficient, they can help more people.