Sales Department Processes
Consistency and scalability begins with repeatable processes
What makes sales stars successful at selling? Usually, they have natural sales ability and a system they use to be productive and consistent. It’s not easy to duplicate the natural ability of a star but the processes and systems they use can be easily duplicated for more people to be successful. You don’t need a team full of superstars to grow a sales team to new heights but you do need consistent producers that can follow a successful process. That is why we work to define important core processes.
What You’ll Get With Improved Sales Department Processes
During our getting in step month we are learning what is working and what is not. We then focus on tunning up. If processes need to be created or fine-tuned we get to work. We work on sales systems that each salesperson at your company, today and in the future, can use to remain productive and consistent. Processes that make it easy for new people to join the team and get up to speed are essential to scale your sales team to lead your company growth.
They will be your sales systems tailored to your company and structure. When you have a system for hiring, onboarding, and selling you will have tools in place to grow. Systems include:
- Sales process from lead generation to servicing business won
- Prospecting approach
- Proposal preparation and presentation
- CRM usage
- Performance management and improvement plans
- Territory and Account Management Guidelines
A process and system are only as good as the accountability built into it. This is where the tough work comes into play. For example, when you build a sales process and define it in your CRM it’s easy to simply create generic stages like qualify, present, negotiate, win/lose and leave it at that. The salespeople decide when an opportunity is moved forward and we hope they all do it the same. That does not create consistency and accountability.
If needed we will build in requirements that must be met before an opportunity is moved to its next stage. It might be required to have met with at least three people with specific authority before a proposal is considered. Qualification to become an opportunity might require confirmation of budget availability, clearly defined problem the client will be solving, and accessibility to financial decision-makers. We work to build accountable systems that alleviate a salesperson's “gut feel” to determine the sales stage and forecasting probability.
This is all part of taking the time to define a process, document it, and then sell the team on why we do it this way and set up the CRM to manage progress.