Is your current sales process effective?
Or, do you find that sales is following multiple processes that often causes confusion, delays, and lost opportunities?
This latest infographic from Ledgeview Partners won’t give you every answer you’re looking for, but these five key elements of an effective sales process will start you down the right path to success.
1. Sales Process Mirrors the Buying Process
“It’s a buyer’s world” and it’s important to clearly understand your target customer’s buying process. Establish clear buyer personas and journeys for your target customers.
2. Keep it Simple
Your process should be relatively simple with a focus on the sales stages that represent significant movement in an opportunity. Define your sales stages and establish your process relative to those stages
3. Set Clear Roles and Responsibilities
There will be multiple departments engaging with your buyers throughout the sales process. Define clear roles and responsibilities for each departments to establish accountability and process check-points.
4. Establish Qualification Targets
Ensure yoru team is spending the right amount of time on the right opportunities. Target the right prospect at the right time to maximize time invested vs return
5. Supported With Sales Tools and Coaching
An effective sales process provides the sales tools (opportunity qualifies, case studies, etc) needed to execute the process and a coaching plan to reinforce the process.
These five key elements will help you run an internal “audit” on your current process and provide you the building blocks to create a process that is effective.
If you don’t have time, or the resources to tackle this critical component learn more about Ledgeview Partners’ Sales Consulting Services.