Having a sales process is no different than have a series of plays prepared and ready to execute on game day. A sales process allows for measurement of sales skill, improved optics with customer needs analysis and forecasting accuracy based on sales stage with in the sales process.
- Create a formal sales process that would be followed during the sales period from “prospect to customer” to maximize sales efforts and provide a professional foundation to train and develop sales representatives
- Design probing questions to elicit dominate buying motives in-line with business offerings
- Create / fine tune customer facing sales presentation, i.e. the sales pitch (company info, methodology, services offered, benefits etc.), and proposal phase through closing the sale
- Organize unified corporate message whereby all employees present the “story” in succinct fashion, with confidence and credibility
- Implement a funnel management procedure to measure revenue v. forecast based on sales stage
Benefits: Improve forecasting accuracy, enhanced optics into the sales arm to make better decisions, allow for prospect prioritization, and reduce risk or poor sales efforts by following a clear and defined process