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Common Questions and Answers
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In simple terms, a sales process is a systematic approach involving a series of steps that enables a sales force to close more deals, increase margins and make more sales through referrals.
The ‘series of steps’ are customer-centric and help the sales force of a company to retain customers and increase sales volume as well as revenues. The ‘series of steps’ are systematic and not haphazard. Random acts produce random and uncertain results. In sales, random acts can be used occasionally, but a systematic and well-defined best practices approach can assure predictable results.
The establishment and implementation of a sales process with definable steps in a company could result in:
Simply having a sales process in place doesn’t guarantee anything, just like simply buying and installing exercising equipment doesn’t lead to a chiseled body. Proper use makes the difference. Actively using and a desire to become willing to implement a sales process could lead to more sales.
Normally a sales process involves the following key steps:
Any ordinary sales process may produce the desired results in normal times. But an effective sales process has elasticity to accommodate extra ordinary situations. Is your company prepared to meet a sudden spike in demand for your products or services?
Does your sales process have the elasticity to deal with fluctuations in customer buying trends? Is your customer database current and up-to-date? Does your sales process take in to account the change in buyer tastes and preferences?
Effective sales processes stand the rigors of changing times and market conditions and produce the best possible results in most circumstances. An effective sales process produces sales results with unerring precision as a manufacturing unit produces finished products. An effective sales process manufactures customers. It’s a ‘customer manufacturing system’. Isn’t that an awesome productivity tool for any company to own?
Just as a manufacturing unit uses raw materials, strategy, technology, and manpower to produce finished goods, a sales process can be viewed as an integrated method where manpower refers to the sales force, the product or service is the raw material, strategy refers to sales plans and methods, and technology refers to the latest communication and sales technologies.
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