Your sales team is a major asset for your company. We rely on them to find, develop, and close the leads that keep our businesses running.
So how do develop the best team possible? Do you just throw new people in the mix and hope they can cut their way through the briar patch of cold calls and unqualified leads? Or do you slowly introduce them to an established sales process to show them exactly how to turn leads into customers?
A sales process is a systematic and tested approach to capturing and developing leads. Every company can and should have a different one, but there are several elements that most have in common.
It isn’t easy to put one together, though. You can’t do it as a sort of mental exercise because, often, what “should” work on paper doesn’t always do so. You simply can’t predict every possible outcome and opportunity ahead of time.
You can, however, build a solid structure based on some important principles and plenty of feedback from the team. Then, once you have the process in place, your sales people can really start closing deals on a more consistent basis.
How do you get started? Check out our new whitepaper, “Define Your Sales Process to Grow Your Business” for some detailed steps.
What’s in The Whitepaper?
Download the whitepaper for yourself to see what it takes to create a winning sales process.
We’ll set the stage by discussing all the benefits of developing a detailed sales process, many of which go beyond the bottom line. A few examples include:
- Making success repeatable
- Setting the proper expectations with clients
- Increasing onboarding and training efficiency
- Holding better team meetings
- Setting evaluation standards
There is a wide range of benefits, and some of them apply throughout the entire business. It’s easy for a company to focus solely on the bottom line, but the truth is that a well-developed sales process influences areas you might never expect.
Next, we’ll look at all the things that might have an impact on your sales process and discuss where something might go wrong. This is the kind of foundational information you can use to start building a stronger team and a more reliable process.
Most companies base their efforts on a four-part foundation, and we’ll take you through each of those elements, discussing how they may be applicable to your company’s process:
In the end, it’s all about closing deals. It’s about turning a common lead into a paying customer. Some sales people have a natural sense for how this works and when this should happen. Others, not so much. They need something else to help understand when these potential customers are ready to make a decision. That means your buying process also needs to help the sales team recognize and properly respond to buying signals.
There are many other things you can use to build the best sales team. Whether that is a CRM or special analytics program, it’s important to have the right tools for the job.
Finally, we’ll discuss how to solicit and use feedback from the sales team. This is where you will likely get the most critical information that will help you continue to streamline your process.
Once you have it in place, of course, it’s time to expect adherence. No more letting people do things because “it always worked for me before.” You have to enforce this in order to make it work properly and provide the most benefit.
Building a great sales team can be a challenge, but it always starts with a plan. Download your whitepaper today and start developing your sales process.