The sales team landscape has changed over the last 30 years. We have moved to open concept office lay-outs, virtual staff, and into integrating technology into the sales process. We have given reps and managers more & more tools all with the expectation that these investments will yield more business. One thing that isn't addressed readily by any solution is ensuring THE ACTUAL SALES PROCESS is followed reliably and efficiently. We share why defining your sales process, and making it repeatable and efficient for every sales team will yield higher revenue.
If your team consists of legacy sales reps that have a hard time adapting to new technology, then you aren't alone. Sales people by nature are creatures of habit, and in most organizations "anyway you can make a sale does the trick" mentality may actually be the reason those teams aren't hitting their goals as often as they could. From a higher vantage point, ask yourself: if you could duplicate your top producing sales rep and have their activities mirrored by all team members would that be of interest to you? Most will answer YES (emphatically!) The way that companies can accomplish such a move is by laying out and documenting a formalized sales process AND then actually ensure folks follow it. “How,” you ask? Answer: Workflow!
Workflow technology is used to automate repeatable tasks, and, by incorporating workflow to your sales process, your entire team now has the power to behave like your top performer. This is accomplished by clearly first defining your personas, and then defining your sales process steps to move the prospects through your sales funnel ultimately to a "closed-won" status.
Our latest info-graphic helps companies understand how to define their process in order for it to yield more revenue and grow your business.
Once you have workflow powering your sales process, your team will see a few things:
- Increased opportunities and more accurate status as to where they are along the buying cycle
- Understand where your process bogs down: i.e., if deals often stall at step #5, then let’s look at what's happening before and then update your process to run more successfully.
- Keep your CRM clean with accurate and complete data that not only sales teams, but also marketing and management can use to understand the health of the sales funnel, to more accurately predict revenue, and to understand customers better.
- Increase productivity, take advantage of more coaching opportunities, and increase morale across the floor (automated sales processes mean less micromanaging, and more executive support for sales teams)
Of course, you can continue to sell the way you always have, but, in the time-starved environment we all live in, setting your your team up for success makes investing in automating your sales process worth the time and money.
Questions about automating your companies sales process? CLICK HERE