Categories: Sales Process
Sales is the engine that is accelerating organizational growth and fueling revenue. There's no better way to enable your sales team to sell more, faster than to align your sales process with how your B2B buyers buy. In addition, your salespeople need to be able to execute against it. It needs to clearly outline who does what and when they do it. Remember, having a CRM does not mean you have a sales process.
If you want to refresh your sales process, start with asking yourself some key questions about your organization's sales execution:
- How aligned are the selling and buying processes?
- How do we ensure opportunities are qualified?
- How do we ensure reps don’t skip sales steps?
- What are the customer outcomes that move an opportunity to the next sales process stage?
Elite sales organizations enable salespeople to spend as much time as possible on revenue driving activities. They ensure their sellers are equipped to do their job as they move an opportunity into a closed deal.
For many sales organizations, that buying process is complicated. There are multiple decision makers and multiple players from your organizations that may be involved in the sales process.
- How are your salespeople leveraging internal resources?
- How are they able to do their job throughout the entire customer engagement process?
- Is there consistency?
- How are you creating value along this process?
In order to sell more, faster, you need a way to drive repeatability within the sales process. That starts with a plan that ensures everyone needs to know who does what and when. Don't subject your customers to your sales process. Develop the cadence that's aligned with how they buy. Work back from what’s most important to your customer and you’ll improve deal velocity, qualify your deals with more predictability and most importantly, develop a system your sellers will use effectively.
If you really want to drive change with an improved sales process, you need to focus on the execution of it with your sales team. Qualifying and advancing leads requires your processes to be well-defined and consistently reinforced.
