Rethinking marketing strategies
Posted: Sun Apr 20, 2025 3:42 am
To have a successful business and an efficient sales team, you must have a well-defined sales strategy and guide. This strategy includes creating a detailed sales process that your salespeople can follow.
Designing a sales process is serious business because you're deciding how to:
Your salespeople will work and achieve their goals.
Your business is going to grow
Either you do it right and your sales increase significantly, or you do it wrong and your team's productivity is crippled.
Our experience has taught us that many sales processes fail because they get one of these two things wrong:
They go beyond their capabilities. For example, they focus on rapid growth and overspend on technology, advertising, and hiring. These processes are demanding but ambiguous. They create confusion and inconsistency.
They limit sales team growth out of fear of investing in technology, processes, and personnel. This leaves salespeople unable to properly serve prospects and burdened with administrative work. The resul t is gambling data korea poor customer service and a stressed sales team.
What is a sales process?
A sales process, detailed in your sales manual , is a step-by-step guide that guides your salespeople from the first contact to the closing of a sale. In other words, it represents the stages a prospect must go through from discovering your company to becoming a customer.
The stages of the sales process flow are reflected in the sales funnel . Each stage is based on a series of activities necessary to guide your prospects toward a decision. For example: cold calling, meetings, negotiations, etc.
These activities also help you determine whether you want to advance a prospect to the next stage. They help you focus on prospects who show interest in your proposal, make decisions to convince them to choose your solution, and eliminate those whose needs don't fit with your services or products.
Having a reliable sales process will help you increase your flow of new customers and accelerate your business growth. It will also give you a clear view of the activities your salespeople need to complete and which prospects are most interesting.
Designing a sales process is serious business because you're deciding how to:
Your salespeople will work and achieve their goals.
Your business is going to grow
Either you do it right and your sales increase significantly, or you do it wrong and your team's productivity is crippled.
Our experience has taught us that many sales processes fail because they get one of these two things wrong:
They go beyond their capabilities. For example, they focus on rapid growth and overspend on technology, advertising, and hiring. These processes are demanding but ambiguous. They create confusion and inconsistency.
They limit sales team growth out of fear of investing in technology, processes, and personnel. This leaves salespeople unable to properly serve prospects and burdened with administrative work. The resul t is gambling data korea poor customer service and a stressed sales team.
What is a sales process?
A sales process, detailed in your sales manual , is a step-by-step guide that guides your salespeople from the first contact to the closing of a sale. In other words, it represents the stages a prospect must go through from discovering your company to becoming a customer.
The stages of the sales process flow are reflected in the sales funnel . Each stage is based on a series of activities necessary to guide your prospects toward a decision. For example: cold calling, meetings, negotiations, etc.
These activities also help you determine whether you want to advance a prospect to the next stage. They help you focus on prospects who show interest in your proposal, make decisions to convince them to choose your solution, and eliminate those whose needs don't fit with your services or products.
Having a reliable sales process will help you increase your flow of new customers and accelerate your business growth. It will also give you a clear view of the activities your salespeople need to complete and which prospects are most interesting.