Make sure you keep your sales process documentation updated!

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15. Set up and document your sales process
You probably have a sales process in place. If you don’t have one, it’s time to create one to structure your sales team’s activities. A sales process shortens the sales cycle and guides your sales representatives as they close deals.

Create a live documentation of your sales process to identify inefficient efforts and duplicated tasks. Knowing these bottlenecks is half the battle. The other half is addressing them to streamline your selling process.


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16 sales process templates for B2B pipelines
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16. Test and review your lead generation management process
It’s also important to continue optimizing your lead generation management process. Just as you want your sales team to make the most of every opportunity, you should also ensure your marketing efforts are generating real results.

Set up a schedule for continual testing for each of your lead generation channels. A/B, variant, and other kinds of testing like heat maps provide valuable insight into what messaging and content resonates best with your customers and leads.

Monitor how well each of your marketing campaigns performs and compare the results with other campaigns to continue improving your strategies.

17. Boost communication between sales and marketing teams for better hand-off
For the best lead generation and nurturing results, your sales and marketing teams need to be in perfect sync. Your sales team can give your marketing team valuable information about the kinds of leads they’re generating, while your marketing team can learn what leads are really looking for when they investigate your business.