|
INDEX
Workshops
Training
Coaching
Sales Process
Marketing |
|
A well conceived, planned, and executed best practices sales process is the foundation for successful selling. Instead of trying to manage results, a successful process manages activities that lead to results.
A review of most organizations would show accounting, manufacturing, engineering,
R&D, and human resources have established written operating processes. But for some reason, many organizations fail to structure processes for the one department that each of the others rely so heavily upon - sales.
Take the test
Does your organization suffer from lack of sales process symptoms?
 |
Can your sales personnel performance
be quantified on a monthly basis? |
|
Is sales performance equated to
forecasting and making quota?
|
|
How many of your salespeople make
their quota? |
|
How many can forecast on an
opportunity level?
|
|
Do hiring errors go undetected for
months or years?
|
|
Do managers lack a method to assess
individual selling skills?
|
|
Can managers develop individual
action plans to assist their salespeople?
|
|
Can management, other than by quota,
evaluate its sales force?
|
|
How do you control the pipeline and
selling activities on an ongoing basis?
|
|
Do senior executives accept their
manager's forecast solely on faith?
|
|
Can management design compensation
plans to drive sales behavior?
|
Without a clearly defined process, sales become a case of "ready, fire, aim".
Sales Process
A codified sales process consists of steps that ensure sales team success. Leveraging client knowledge supported by market and competitive research coupled with organizational enablers and inhibitors factor into each process design. The following outline highlights areas of consideration when developing a sales process:
|
Proactive Lead Generation
Lead identification tools and processes
Farming/ Hunting / Prospecting
Appointment setting processes
|
Opportunity qualification
Questioning framework
Opportunity evaluation
Reporting
|
|
 |
Sales Call Processes |
Account Management |
Fact-finding
Surfacing opinion
Identifying need
Uncovering expectation
Understanding consequences
Identifying the buying process
Value messaging
Negotiating
Proposals
Commitments
Delivery
|
|
Follow up
New opportunity identification
Increasing customer share
Designing customer specific services
Designing customer specific products
Managing customer ROI
Managing company ROC
|
Collecting referrals, references, testimonials
|
Management Process
In many companies sales people often fight to spend enough time doing the job that only they can do… SELLING. The sales role gets confused in some companies due to many variables like customer service, product delivery, billing, collections, inside sales and on and on. A well-structured management process helps sales remain focused on their most important duties without loosing site of the big picture.
Using the Pipeline to Manage
Managing based on month or year-end numbers is not an effective process for sales people or managers. Sales people require and deserve proactive feedback and guidance. Pipeline management is an excellent process that provides sales with:
|
|
A roadmap of where they should be headed
|
|
|
Focus on activities required
|
|
|
An opportunity for guidance and coaching
|
|
|
The ability to review progress at a glance
|
|
|
More accurate and realistic forecasting
|
Don't Delay
For more information on how Sales Process Design can deliver better sales results call Rick DeMoss at
866.793.6556
Caruso & Associates
301 East Fifth Avenue
Tarentum, PA 15084
866.793.6556
info@sell-smart.net
|
