How to Build An Improved Sales Process

Learn how to build an improved sales process to better understand your customers and streamline your sales teams’ efficiency.

The Importance of Having An Effective Sales Process

Having an effective sales process boosts conversions and improves customer experience considerably. Take the example of lead qualification. According to the Harvard Business Review, there’s a 10x drop in lead qualification when you wait for more than 5 minutes to respond to a lead. A ten-minute wait time leads to a 400% decrease compared to 5 minutes. That’s a significant difference, but you’re bound to err on the side of losses when members of your sales team aren’t clear about their next step. Unfortunately, this scenario is true for several organizations, as a majority of salespersons have reported not following a sales process at all. If it’s the same story at your company, don’t fret. This post will help you build a scalable sales process that will considerably improve your team’s efficiency. But first, you need to review your existing sales process.

  • The reasons for selecting your product or service
  • The type of leads that are most likely to convert
  • Ideal customer profile
  • Product and price optimization
  • The size and volume of the deal pipeline

1. Strategize

It would help if you had a strategy to create an efficient sales process because, without a sales strategy, your will have no definite aim to achieve. Analyze your past sales and future goals to create a watertight marketing and sales strategy that will form the spine of your sales process. This will include everything from lead generation to pipeline design to streamline the sales process.

2. Use Real-Time Communication to Generate Leads

Your sales process will fall flat without any leads to convert. Therefore, lead generation deserves great attention on your part. One of the easiest and more productive methods of lead generation is using real-time communication tools like live chat and messaging services. For instance, you can use live chat to collect visitor information and help visitors around the site proactively to create a better user experience. Add in a chatbot, and you have yourself a 24/7 lead generation machine that works even when your team is sleeping.

3. Introduce KPIs

You cannot improve what you can’t measure. That’s why it’s essential to have specific metrics or key performance indicators in place to understand whether your sales process is effective in meeting your sales goals or not. Some of the common KPIs used by sales teams include:

4. Forecast Your Sales

Forecasting is one of the most critical parts of the overall sales process, as it enables you to set your goals and have something tangible to achieve. For instance, if you know your sales team has to close 100 clients this month, you can forecast the number of hours required to complete the task and allocate a budget accordingly. One simple trick you can employ is thinking of your sales funnel as a reverse pyramid. Once you feed the figures at every stage, you can do the Math quickly to find out the percentage of prospects moving to each subsequent stage. So, if you want to close 100 clients by the end of the month, do the reverse calculation to figure out the number of prospects you’ll have to reach out to.

5. Introduce Gamification

Having a formal sales process is great, but you don’t have to do everything others do. There’s always scope for innovation, and it can help your organization achieve more. Gamifying the sales process is one such idea that can significantly improve the efficiency of your sales team. Think about it — who doesn’t enjoy a good game? Besides, gamification also promotes healthy competition, which is good for your company’s bottom line. To get started, you can either invest in a gamification platform or organize tier-based incentives, challenges, and rewards for your sales agents as part of the overall sales process to keep them motivated and engaged in their work.

The Wrap

Building a standardized sales system can significantly improve your overall marketing results and revenue. However, it’s also essential to periodically review the performance of your system and subject it to annual maintenance to purge any outdated methods, materials, or unusable contacts that can clog up the sales pipeline and lead to incorrect forecasts and planning.

About the Author: Srushti Shah

Srushti Shah is an ambitious, passionate, and out of the box thinking woman having vast Digital Marketing exposure. She is working as a Digital Marketer and Content writer at Acquire. Her key focus is to serve her clients with the latest innovation in her field, leading to fast and effective results. Working beyond expectations and delivering the best possible results in her professional motto. Other than work, she loves traveling, exploring new things, and spending quality time with family. Reach out to Srushti Shah on Twitter or LinkedIn

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Chris London, Owner/Marketing Director for Pixel Productions Inc, is an expert in brand building, Ecommerce Development, and online marketing.

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Christopher London

Chris London, Owner/Marketing Director for Pixel Productions Inc, is an expert in brand building, Ecommerce Development, and online marketing.