How will you adjust when your sales managers are handling twice as many inbound phone calls from potential clients as they are today? You should incorporate this into your thinking from the start. Your sales process must be able to grow in tandem with your business. Your sales process should give you some room to maneuver so that you can respond effectively. It’s easy-especially for up-and-coming small businesses-to be blindsided by unexpected developments: whether it’s the arrival of new technology, new product or service offerings, or other unpredictable changes in your particular sector or market. What’s your chosen benchmark? Which metrics will you be using? Sales processes should be measured according to goals that all the relevant stakeholders understand, with check-ins at regular intervals.
#AMP STEPS FOR SALE HOW TO#
When you’re developing your sales process, think about how to measure its success. All the members of your sales team should be able to do this.
An effective sales process is easily repeatable, meaning that it can be executed in the same way, again and again. The easier your sales process is for your sales team, the easier it’ll likely be for customers as well, minimizing pain points. For your sales team, the sales process must feel like second nature so that they can adopt and follow it with minimal fuss. Your sales professionals must be made aware of what your expectations are and how you’ll be evaluating them. Every prospect should receive a consistently excellent standard of service, no matter where they are in the sales pipeline. A well-defined sales process should be easy to follow. Don’t think about what you have to sell-think about what potential customers need. This is why a customer-centric strategy is so important: it should inform your sales process at every step. Prospects aren’t just looking for great products and great prices-they want a good all-round experience and a lasting customer relationship. Prospect-focused, not company-focused.
Let’s look at the key defining characteristics of an excellent sales process.
#AMP STEPS FOR SALE SOFTWARE#
Remember: you can’t expect just any old process to drive conversions and boost revenue (though having good cold calling software can definitely help!). Now we need to look in detail at exactly what makes a great sales process truly great. There are many different sales models, but this image from Zero Gravity Marketing is a very good example: Your salespeople should be taking active steps to guide new customers along the various touchpoints of that funnel.
In short, a sales process is the journey that customers take along the sales funnel.
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