why develop a sales process?
Sales Process are the steps that must be
completed by the selling organization and the buying
organization to take an opportunity from prospect through to
close. Often, sales process is talked about but not clearly
defined and documented. A defined sales process
results from input by customers, sales people, pre and post
sales support people and management. In most situations, the
documented sales process is integrated in an existing or new CRM
system. Once the organization is trained in the
use of the sales process, the following results are found:
From a client’s perspective:
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Their experience with your organization will
be positive, structured and professional.
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The actions your organization asks the
client to take will be acceptable and logical based on where
they are in their buying process. Your organization will
focus on what the client wishes to accomplish both
organizationally and personally.
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The hand-off to project management will be
smooth and the support they receive will match their
expectations.
-
Clients will find it a pleasure to work with
your organization to develop a solution that meets their
requirements in an efficient, non-stressful manner.
-
They will recommend your organization
without hesitation.
From a Rep’s perspective:
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You will experience improved communication
and account strategy development with your manager to assist
you in higher levels of success.
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Help you understand your organization's
internal processes that will empower you to work more
efficiently with your team.
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If you are new, decrease your ramp-up time
and build your confidence in being a value-adding team
member.
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Help you focus on opportunities that
represent greatest success.
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Give you the language and process to
communicate more effectively with your clients to
differentiate your organization and communicate value.
From a Sales Manager's perspective:
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Developing sales process will provide you
the tools, language and processes to be an effective
resource to your reps and increase overall team success.
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Help you manage your time by focusing on
opportunities that present greater levels of success and
opportunities for sales growth to meet revenue objectives.
-
Improve the accuracy of your forecasting
numbers and better manage your income.
-
Communicate effectively with your reps and
senior management to shorten sales cycle and reduce
bottlenecks.
-
Communicate more effectively across
departments to ensure a smooth sales process and improve
hand-off to project management, which will further client
satisfaction.
From Senior Management’s perspective:
-
Sales Process will assist you to conduct
individual coaching by establishing selling metrics,
benchmarks and behaviors that drive results.
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Reduce operational inefficiencies through
common language, best practices and sales forecast
accuracies.
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Establish culture within your organization
that models constant sales process improvement and improved
win-rates.
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Improve your ability to meet revenue targets
for margin and top line revenue.
-
Retain people and expertise that has been
developed.
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Reduce new hire ramp up.
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Help develop and define strategies for
further growth and development.
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