Are you struggling to understand where you should start to create an effective sales process that results in higher customer and employee retention rates, boosts your bottom line, increases brand awareness, drives collaborations, and more?
Everyone starts somewhere, and, we’re glad you’re reading this post now because it means you are aware you may have shortcomings and need some guidance to create yours.
To start, we advise that you evaluate your successes and failures.
Consider: What went wrong, what went right, and why? How can you learn from both outcomes and value them as opportunities to develop your process?
If you’re reading this post, it’s almost certain you or someone in your organization is selling. This isn’t your first day on the playground!
Start asking yourselves these questions on the path to sales process creation, realignment, or refinement …
- Up to this point, how have you been selling?
- What touchpoints have and have not worked up until now?
- Who are your successful sales reps, and what strategies do they follow individually?
- How can you apply those strategies to your whole team?
- Will they work for your whole team?
Evaluate multiple successful customer conversions, and determine the steps that were taken to achieve this outcome.
Equally, identify failures that led to losses. They will help you create a more effective process, too.
When you leave out the bad, you leave gaps open and set yourselves up for more evaluations later.
Be thorough in your analysis, and hold yourselves accountable for every win and loss along the way.
Next, you will want to focus on the customer journey. Don’t focus too much on your internal processes or desired internal processes, and forget your customers along the way.
In order to be successful, your sales process should mirror the customer journey and vice-versa. No cards should be left unturned. Consider every factor that could make your process a success or failure.
Consider: What does the process look like by customer type (from their vantage point)? Do your processes align with how the customer evaluates your business and converts?
Map out your customer journey, then, overlay your sales process.
To start creating your sales process, ask your team these important questions to give your organization the best chance for success …
- What activities do you do when reaching out to a customer for the first time?
- How many times does it typically take to make contact?
- What steps do you take to identify a sales opportunity?
- What are the last steps you take when working to close a sale?
- How are you tracking and recording these interactions and steps?
When you’re ready to learn more about what it takes to create an effective sales process within your organization, download your FREE copy of Ledgeview’s new eBook, “Creating a Consistent Sales Process that Drives Results” below.