A sales process is a set of repeatable steps that a sales person takes to take a prospective buyer from the early stage of awareness to a closed sale. Typically, a sales process consists of 7 steps: Prospecting, Preparation, Approach, Presentation, Handling objections, Closing, and Follow-up.
It is extremely important for any business to find a robust and sustainable sales process design that increases conversion rate, helps you get bigger deals, and helps you close deals in lesser time.
There are several steps involved in designing a great sales process and it all starts with customers.
- Step 1: Define customer buying process
- Step 2: Define sales stages
- Step 3: Define objectives for each stage
- Step 4: Define actions
- Step 5: Define sales tools
- Step 6: Define marketing tools
- Step 7: Continue to improve
And there are success factors driving successful sales process:
- Dream sales team with clear roles and responsibilities
- IT tools and dedicated master data team supporting sales process
- Job focus (sales skills and capabilities)
- Value propositions
- Coaching & cadence
- Continuous improvement
The Sales process design consists of the following activities:
- Interviews with a representative group of sales leaders, managers, operations and sellers
- “Kaizen event” (2 Days workshop) to review and finetune the final sales process design
- Pilot project and roll-out of the final sales process design
Additionally, we offer services for better incorporation of the sales process design in your daily sales journey:
- Customer experience improvement with the sales team
- Sales Leader inspection criteria definition and coaching & cadence
- Pipeline management
- Opportunities review
- Forecast standards
etc