CEO at Business Success Factors, advising companies in boosting their sales revenue and having top-performing sales teams.
In the same way that a professional basketball team plays games with a clear strategy, a business that wants to be successful needs to do the same. One of the most important parts of a business strategy is a good sales process. Every business, regardless of size, needs the right sales process that fits them and the customers they are trying to reach and retain.
So, what can the right sales process do for your business, and how can it help you stay in business and grow? And, importantly, what are some things that you can do to ensure you have a sales process that works for you?
Systematize, Systematize, Systematize
I’m sure we’ve all heard the saying “consistency is key.” While it might seem trite by this point, it’s still true. Make sure your sales process is systematized and uniform to ensure that all of your clients have the same quality experience regardless of your company’s size.
A systematic process can ensure that your customers are treated well and communicated with in the way you have envisioned. And when you find a formula that works and your approach is uniform, you can usually successfully repeat the same process with future clients. What worked well before will often work well again.
An optimal sales process gives you the data to analyze the parts of the process that have been successful and the parts that could be adapted, which is beneficial for the growth of your business. Adapt the weaker parts of your sales process to improve the stages where you are more likely to lose customers. This will enable your business to be more effective in terms of gaining and retaining customers.
Happier Team Members Can Make A Huge Difference
In my experience, employees who are happier tend to work better. Having the right sales process can ensure that this is the case, which can help you optimize your sales.
Include in your sales process a step that helps your sales team think ahead about things, such as the objections a potential customer may have. Make sure they can go into meetings equipped with the right information. Remind them to stay positive if a customer becomes negative or even if a sale doesn’t seem to be going in the right direction.
Additionally, teach your sales team the optimal time to contact customers. This will help employees stay on track, and the potential for losing customers unnecessarily may be heavily reduced.
Be sure to fully utilize your team by dividing parts of the sales process and assigning each part to your sales team members depending on their strengths. While one team member can be assigned to generating leads, another can be assigned to qualifying leads and another can be assigned to dealing with client presentations and pitches. This can enhance the individual strengths of each person in the team.
Make sure your sales process is clear so it can best guide your sales team. Let your team know whether they need to use a direct or light-hearted approach with your potential customers. Give them clear direction on what they need to do and what the next steps are. Being directed in this manner can help everyone work more efficiently and ensure that they are happier team members.
Efficiency Is Underrated
There are many generic sales processes you can use, but I recommend creating an efficient sales process that is specific to your operation. Time is money, and a sales process shouldn’t be unnecessarily long. Create a timeline of how long each stage should be. This will help you capture sales in a quicker time frame.
Retaining customers is an important part of staying in business, so prioritize this in your sales process. Expanding your sales in this manner can allow you to avoid spending a huge portion of your budget on marketing.
Taking the time to ensure that you have the right sales process for your business can help you and your business significantly. Spend time reviewing your process so that you are confident about it, and be sure to continually review it and make any necessary adjustments. The right sales process that is uniform, efficient and keeps your employees happy will help you stay in business, and even better, enable your business to grow.