By implementing a sales process for all of your sales people to follow, you can take your small business to the next level.
If your organization’s sales department is like most, the majority of your sales are coming from your top sales people. So what are your top sales people doing differently? If you take a step back and observe your top sales people from the beginning to the end of the sales cycle, you’ll probably notice that your top sales people have a sales process that they have honed from experience that works for them and for your organization. By taking a cue from your top sales people and implementing a sales process for all of your sales people to follow, you can take your business to the next level.
A good sales process provides a guide map for your sales people to follow through the sales cycle, but it is more than the sales cycle itself. A sales process gives your sales people indicators on what to expect, how to react to different situations, and when to move to a close within the context of what your organization expects the sales process to achieve. Successful sales processes are therefore measured by three key metrics: They are predictable, they are repeatable, and they provide results.
A sales process must be developed specifically for your business in order to be successful. Your organization’s sales force, products and services, and ultimate desired outcomes are different from those of any other business; copying a process from elsewhere simply will not get your business where you want it to go. With this in mind, consider the following before constructing the sales process for your organization:
In addition to providing a process for your usual business, a good sales process should build in the flexibility to deal with the unusual or the unexpected. Deciding what to do when normal conditions change ahead of a crisis can help your sales team and your organization make adjustments smoothly and with a minimum of disruption. The following should be outlined in your organization’s sales process:
If your organization is prepared and equipped for business with a strong sales process, the sky is the limit for your sales numbers. Successful sales processes make it easier to train new sales people and keep current sales people on the right track. A working sales process also allows sales managers and executives to focus less on daily sales and more on key business drivers and strategies. Take your business to the next level by developing and implementing a sales process designed specifically to provide guidance for your organization’s sales force and reach your business goals.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.