Sales managers and salespeople alike are most successful when they have an effective sales process.
In our experience working with thousands of sales teams, we’ve discovered that teams that follow a sales process are 4x more successful than teams that don’t.
Following a sales process allows deals to move quicker, improves communication, and as an added perk, shines light on strengths and weaknesses to help you pivot your efforts more efficiently.
3 Simple Steps to Create an Effective Sales Process
Want to create an effective sales process? Here are three simple steps to get you going:
Leverage Your Team
Your sales team is a powerful resource. Each and every person on your team is different, which is a good thing. This means that the varying perspectives and experiences are opportunities to learn from one another.
Document Your Sales Process
Have you ever baked a dessert from a recipe? And how about the second time you made that same dish, did you follow the recipe again?
Documenting your sales process is a lot like cooking recipes, believe it or not. Sure, over time there are recipes that you make so many times that they become second nature. But until you learn the skill of baking or cooking, following directions is the difference between a mediocre dish and a dish the comes out perfectly.
Once you become an experienced baker or cook, you also learn the power of quality ingredients, and the difference it makes in your dishes.
When it comes to creating an effective sales process, the same is true. If your team is “winging it” every time they’re out selling, they aren’t following the recipe. This means that they are missing opportunities where they otherwise wouldn’t.
Documentation is a key to creating an effective sales process. And the level of detail in that sales process is the difference between mediocrity and mastery.
So, if you want to create an effective sales process, document each and every step in your Sales PlayBook.
Review & Revise Often
You’ve leveraged your team to build out the steps for your sales process, and you’ve documenting it in your Sales PlayBook. Now what?
Well first, use that process! Have your team follow the effective sales process you’ve just built and gather as much feedback as possible. Ask prospects, clients, affiliate partners, and the sales team using the process what they think. Did they feel negative or positive about the experience? Were there stages in the relationship that moved too fast or too slow? Did the process make sense, or were there gaps?
Things change quickly in sales. So, make sure to review and revise your process often. Add new success stories and include feedback in your Sales PlayBook. And as you craft your brand new, effective sales process, don’t forget to step back and appreciate the recipe for success that you’ve just created.