Creating The Perfect Sales Process For Your Business
Having business processes in place for your company is one of the best ways to achieve sales and complete tasks more efficiently. Having a set process allows reps to understand what they are meant to do on a day-to-day basis in order to achieve targets. This also helps them to be more accurate and consistent with their work as well as interactions with clients and prospects.
The sales department is one such that greatly benefits from having streamlined processes set in place, whether the task is simple or complex. Finding a sales process that complements your business and helps representatives, prospects, clients, and more will be beneficial in boosting sales at a quicker rate.
A scalable and repeatable sales process is also a great way to gauge and understand what you need to do to get more conversions while providing consistent experiences to customers. Build a process for your company that is unique to your needs, as there is no size fits all template for doing so. By understanding your necessities and prioritising tasks, you can create one that is perfect for your brand.
What is a sales process?
The sales process for any company is the repeatable set of tasks and steps a sales rep needs to take in order to nurture a lead and move it from the early lead stage to a buying customer. Creating impactful and effective sales processes for your business can help in consistently closing deals by providing a framework that can be followed.
6 Steps for a complete sales process
When it comes to making a sales process for your brand, there are certain steps that need to be carried out that can help with creating one that is perfectly suited to your business. Create and map a process that is tailored to your needs and works for both your sales reps as well as your targeted audience.
Sourcing new leads is the first step towards finding new customers. Prospecting helps reps find new people or companies that may be interested in your products and services. These early-stage leads are a vital part of the sales process and are worked through the sales process to make a final sale. Prospecting can be done using social media, email, or phone; or, in normal times at conferences, trade shows, or even through contacts and associates.
Qualifying leads –
Once you’ve got some leads, the next step is to connect with them in order to understand whether they ‘qualify’ for your company. This simply means finding out whether you are a good fit for them, if you can help them, or whether they would be willing to make a purchase. Keep a set of qualification questions ready with you when you make the first contact with the lead.
Research your leads –
Research is always the key when it comes to creating personalised experiences for customers. By doing your due diligence and researching the qualified leads, you have a better chance of creating a customised experience and closing the deal in the long run.
Product or service demonstration –
Ready your pitch and present it to your prospect by demonstrating how your product or service can help solve their problems. Address unique pain points and use cases to convince prospects you have the solution for them. This step comes much later in the sales process as it is time-consuming, which is why first qualifying your leads is of the utmost importance.
Handling objections is another part of this step, as there will always be prospects who will have an objection to the onboarding process, costs, or other such points. While doing your research, reps must identify and anticipate these possible objections and find a way to handle them positively.
Closing the deal –
This step comes at the later stage of the sales process as it refers to closing the deal with your prospect and turning them into a buying customer. A deal can be closed within hours if the prospect is happy and willing, or may take days of chasing and nurturing the lead. It depends from person to person and how you handle the above steps efficiently.
Up-selling and cross-selling –
While making the sale is the final step of the deal, it doesn’t mean a sales rep’s job is over! There are always more opportunities for up-selling and cross-selling other products and services you may have. It is important that sales reps stay in contact with the buyers to ensure the onboarding process is complete or if they are happy with their product purchase. Add value to your customers to maintain a long-lasting relationship.
How to map your company’s sales process
Once you’ve gone over the steps for creating a fitting sales process for your businesses, mapping that process is the next step. This includes going through each step and ensuring that it applies to your brand, sales reps, and clients. Doing this in real-time will help in discovering inefficiencies and disparities that need to be eliminated.
Gain insight into what works for you and what doesn’t and align your sales process perfectly with your business requirements. This exercise will help in developing a sustainable strategy that is suitable for your company’s long-term growth.
During this mapping exercise, make sure you understand why each decision is being made so that you can lay a clear foundation for sales. Here are some things you must map in your sales process journey in order to create an effective one.
End goal –
Start at the end so you know what you are targeting and the goal you need to achieve. Set goals for your sales teams so they know what they have to work towards.
Be on the same page –
While we are talking about creating a sales process, there are other departments in the company that hold a stake in how these products and services are provided to customers. Make sure to include other teams such as marketing, customer service, product, IT, and more so that everyone is on the same page.
Step by step –
Review the sales process steps you’ve decided upon one by one from the perspective of not just the customers, but also the sales reps and the products and services you are selling. Answer questions like, “how long did each step take?” Or “how efficient was each step in its objective?”
Buyer’s journey –
Map your buyer’s journey through each sales step and determine what their actions and reactions have been to your sales process. To stay customer-centric, you can also use buyer personas to help your team understand each of them better.
First test, then finalise –
Without testing and analysing your sales process there is no way for you to know whether it will work or not. Instead of blindly going into it, take some time to test, implement the changes, and perfect your strategy.
Creating the perfect sales process for your business can help boost conversions and ensure your business can efficiently close more deals. Follow the above steps to ensure you’ve found the right strategy for your company and are providing consistent and positive services to your prospects and customers.
A big part of having the right sales process is using a Customer Relationship Management System or CRM that can help give your sales reps and team leads a complete bird’s eye view of your sales pipeline. Using such software also provides automation of tasks and can be integrated with your sales strategy seamlessly.
Get in touch with FIVE CRM to know more about CRM management and how it can help you close for sales!