How to Create a Selling Process that Works

March 1, 2017
How to Create a Selling Process that Works

If you’re looking to create a selling process that works, you came to the right place.

We’re huge sales process people—in fact, it’s what we do!

So, let’s get to it and discover how to create a selling process that works and produces breakthrough results for your sales team.

How to Create a Selling Process

Step 1: Get the Team Together

The first step to creating a selling process that works is this: get your sales team together!

We’ve discovered that sales teams that work together to exchange best-selling practices for their Sales PlayBooks are 70% more successful than those who don’t. That’s right, 70% of salespeople that shared best practices reported more opportunities, faster conversion rates, and more closed deals versus salespeople who didn’t contribute.

Step 2: Open the Conversation for Collaboration

Once you’ve gotten your team together, collaboration is where the real power begins.

Charles Bernard, our CEO, is a huge believer and promoter of salespeople sharing their secret sauce. Specifically, Charles believes that when top producers share, the whole team wins.

Here’s a bit more about sharing secret sauce:

Step 3: Document Your Selling Process

So, you’ve gotten the team together and exchanged best-selling practices that work. Now what?

It’s time to document your process! This is where a Sales PlayBook comes in handy. Your Sales PlayBook is all about storing and sharing sales best practices, strategies, tactics, templates, and key selling information (i.e. that secret sauce we were just talking about!).

Additionally, documenting your selling process will help you to analyze what’s working, what’s not, and where there are gaps.

Step 4: Implement Your Selling Process & Adjust

If you want to grow as a company, you need data. And understanding what’s working and what’s not is part of the adjustment process.

Once your sales team begins using the selling process outlined during your collaboration sessions (and documented in your Sales PlayBook), it’s time to implement the process and adjust it accordingly.

Let’s say that during your collaboration meeting, your top producer shared a success story with the team that she uses as a part of the selling process. And let’s say you document this success story in your Sales PlayBook and it becomes an integral part of the selling process.

Now… let’s fast-forward to a year later. The market has changed and you’ve also changed your offering. Her success story is no longer applicable. Now what? Do you stick with the same old success story because it “used to work” way back when? No way!

Keep what works, toss what doesn’t, and adjust, adjust, adjust.

Step 5: Rinse and Repeat!

The beauty of this five step selling process is its simplicity. It’s not rocket science. But it does take planning, teamwork, and focus.

If you feel like your team is struggling with the selling process, take a step back. Consider getting your team together, hashing out best-selling practices, document and implement the best of the best, adjust as needed, and finally, continuing to develop.

Whatever you do, never stop adapting!

Free eBook: Building a Sales Process for Repeatable Success


  • Barry Hall - Reply

    Many thanks Rebecca, as usual great tips and information.
    Best regards

    • Rebecca Smith - Reply

      Glad you found it helpful, Barry! Have a great day!

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