Creating your sales process will ultimately be a reflection of your organization, its goals, and your team and their goals.
There are many types of sales processes that exist from:
- New Business Acquisition
- Existing Account Management
- Non-Sales-Ready Prospects
- and more
In Ledgeview’s new eBook, “Creating a Consistent Sales Process that Drives Results”, we focus on New Business Acquisition.
With New Business Acquisition, you are most concerned about turning and qualifying leads, then turning them into opportunities.
The sales process for New Business Acquisition looks very different from the other types listed above, among the hundreds of others out there.
So, while we focus on it within this new eBook, we advise you to not dismiss the importance of the hundreds of others out there, as it is extremely likely your organization will have more than one sales process to follow or combine a combination of existing ones to meet your unique needs and goals.
Over time, your process will change and evolve as your organization does, or, at least, it should.
To know which types of sales processes you should have in your organization, you need to have an understanding of your industry peers and industry as a whole.
As a sales manager, evaluate what you need out of your team, and the answers will become clear to you.
As you embark on the journey of creating a sales process for your organization, there are several important factors to consider.
First, do not build in a silo.
You want to bring your sales and marketing teams together, not create more gaps than you started with.
Bring anyone who is involved with customer touchpoints together in a room to discuss what a common lead generation and account management strategy should be for your organization. This is your process.
Then, you want to clearly define the team’s individual roles and responsibilities so everyone is held accountable for their part in the process, and no steps are missed.
As an organization, come to common definitions about what a marketing-qualified lead is versus a sales-qualified lead, opportunities, accounts, etc.
Ask yourselves these questions to get started:
- What are attributes of a lead?
- Why do you put this person in your CRM system?
- What level of interest has a person shown to make them marketing-qualified?
- What makes someone ready to talk to sales, and makes them sales-qualified?
- What behaviors and what attributes indicate that?
- When should someone become an account?
It may take a while during your first sit-down to agree on and define the key attributes that are most important to you, and that’s okay.
As stated above, you can always go back (and will probably have to over time) and redefine these terms.
What’s most important for your team’s success is starting on the same page!
Learn how to when you read Ledgeview’s new eBook on the topic.
Download your FREE copy of “Creating a Consistent Sales Process that Drives Results” here.