5 Things You Can Do Now To Improve Your Sales Process

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These 5 actionable steps are necessary for improving your sales process

Do you feel your high esteemed sales team can further maximize their potential? If you are a person of authority it may be important for you to get the best in your workforce by motivating, coaching, rectifying and reporting so that your workforce gets better and better at what they do. However, did you know that research suggests over one trillion dollars ($1,000,000,000) is spent annually on sales? {Source: The Brevet Group} It’s no wonder that companies are equally (if not more) focused on the processes as well.

Your sales process is a sure-fire way to get your Prospects to become customers in a more efficient way. Let's take a quick look at 5 things to get your sales process to further work in your favour:

Make a Sales Playbook

A sales playbook is important for creating a track, which your sales force, will abide by. This doesn't mean that your salespeople cannot be innovative but rather they have certain parameters. It can be a simple PDF or PPT presentation, which will include:

Sales strategy reminder E.g. A product which is new to the market may require a more descriptive sales representative (SR) who can handle faqs too.  

Contains important internal sales metrics E.g. Past data, keywords used and results from using them, etc.

Closing Sales E.g. SOP’s for closing sales, this function can even reduce the cost associated with training

Outsource and Hire a Lead Generation Company

A lead generation company may be the best thing that could happen to your sales team. Basically, these kinds of companies provide you with a clean list of contacts with the relevant info you want so you are sure your sales team is focusing on the right target market. Certain companies will even handle your outbound emailing and get leads for you. Furthermore, it is what drives efficiency.  Did you know that according to a study by Marketo, revenue could increase by 130% by implementing this in your sales process? The crunch of the matter is that Sales representatives should focus only on calling and approaching the customer, not searching for them. Getting quality prospect lists is not so common because of some overcharge and misuse the customer’s lack of knowledge. Therefore it is important to know whom you are partnering with.

Implement the  “At Least Five No” Follow up Strategy:

Let’s get a little statistical over here, 92% of SR’s stop at the fourth “No”. Furthermore, at least five follow-ups account for up to 80% of sales. There is also a science behind this. The reason is that a modern SR is utilizing this part of the process to learn about the prospect more. As the SR understands the prospect better, so does their approach, hence better responses.  Sometimes a reply may create a new avenue for the fifth time and the recipient may have had some kind of misconception about your company.

Add Interactive Mediums In Your Sales Process:

This may not come as unexpected but as the world is shifting more towards digital, so must our tactics. The feeling of getting personal with someone is still important and that essence will never go in sales, it just evolves. So here are some examples of how you can interact with your prospect:

E-Meetings: Invite prospects to attend a Free Podcast or Webinar, which tells them about a topic of interest

Live Skype product sessions: Why not invite your prospect to attend a live session where your product/service is explained, it could answer some important questions

Referral: If that prospect and you know someone mutually you can even interact with that person. This way you can give an indirect personal touch to your sales approach

Embed Referrals In Your Sales Process:

Don't shy away from referrals, you may think that it comes up as a bit annoying and it will at some point, but be professional, to the point and subtle about it.  The two for a price of one concept strongly applies here. There are two instances in which this can happen. 1) Your customer loved your product/service so you ask him for a referral (based on experience) and they do just that. 2) Your prospect doesn’t buy your offering but identifies it as a need so you can approach them to refer to someone who may be in need. To upgrade this process you can implement an offer like 15% off for both parties after a successful referral.

So if you are a sales director or senior position managing sales, it will be easy to make a sales process, but remember, the process needs to work for you, not the other way around. What's also important is the data, because getting a good list of prospects is like fuel for your sales team. These tips are guaranteed to help you achieve higher avenues when considering business objectives.

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