The design of the sales process

The design of the sales process

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.

  1. Step 1: Define customer buying process
  2. Step 2: Define sales stages
  3. Step 3: Define objectives for each stage
  4. Step 4: Define actions
  5. Step 5: Define sales tools
  6. Step 6: Define marketing tools
  7. Step 7: Continue to improve

And there are success factors driving successful sales process:

  1. Dream sales team with clear roles and responsibilities
  2. IT tools and dedicated master data team supporting sales process
  3. Job focus (sales skills and capabilities)
  4. Value propositions
  5. Coaching & cadence
  6. Continuous improvement

The Sales process design consists of the following activities:

  1. Interviews with a representative group of sales leaders, managers, operations and sellers
  2. “Kaizen event” (2 Days workshop) to review and finetune the final sales process design
  3. 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:

  1. Customer experience improvement with the sales team
  2. Sales Leader inspection criteria definition and coaching & cadence
  3. Pipeline management
  4. Opportunities review
  5. Forecast standards