by GrowthPlay Library / April 19, 2016
A defined sales process has consistent steps that align the way you sell with the way your buyers buy. Requiring your reps to make X number of calls a day is not a sales process. Outlining the fields that need to be entered in Salesforce isn’t a process either.
Rather, when you define the specific activities that move a prospect through the buying process, your team is able to improve deal velocity and consistently qualify opportunities.
If you don’t have a defined sales process, here are four reasons why you should take immediate action for your sales organization.
The most direct benefit of a defined sales process is repeatable execution. Sales representatives have clarity on what resources to leverage and what they need to qualify with the customer. They don’t have to waste time and energy on cumbersome processes. Instead, they can focus on effectively executing in each buying cycle stage.
A defined process is also instrumental in your ability as a leader to evaluate the performance of individual reps, and to consistently apply the same objective criteria to your entire team. You know where your reps are with a particular opportunity and, more importantly, you know where they’re not.
A defined sales strategy aligned with your buyer simplifies the buying process. A defined process helps a salesperson create the roadmap for the buyer. When buyers can easily connect the dots between their specific problem, your solution’s value and differentiation, it’s easier for them to make a confident buying decision.
Collectively, the benefits to you, your sales reps and your customers will drive long-term business and financial performance. Salespeople are more efficient and productive because they optimize lead generation activities, utilize resources more effectively and maintain higher closing ratios.
With a consistent sales process, your company can more accurately analyze data, which allows your teams to work smarter and faster, all of which contribute to optimized profit margins.