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Your Sales Process
Grow faster by implementing an effective sales process

The purpose of defining a sales process is to treat sales as a method – predictable, repeatable and measurable – rather than an art which only a few gifted people possess.

Research by industry experts like Accenture and FORUM Group have shown that sales teams who follow a consistent sales process for managing sales opportunities experience a measurable and significant increase in revenue growth compared to companies that depend on the talent of individual sales people.

The benefits include:
Higher consistency of sales performance
Bridging the gap between high performers and the average performer
Greater pipeline visibility and forecast accuracy
It becomes relatively easy for sales managers to see who can perform at each stage and then take appropriate action
It provides new sales people with a road map
Competitive advantage from building a world class selling organisation
Nirvana for a sales director must be having all the people responsible for sales taking on the habits and practices of the very best performers (less than 20% of any team) in a repeatable and consistent away.

Take planning for meetings, the stars will spend the time to research and understand their prospect, the prospect’s company and markets. They will prepare insightful questions and thought leadership. The average performer will wing it. A managed sales process can help ensure the daily best practices of the stars become the habits of the average. Also, to be able to use that shiny new CRM that promised so much and delivered so little in ways that provide real value to sales people, clients and management alike.

All this is possible with a carefully defined sales process whose objective is to help the sales organisation reach or exceed its main sales goal. However, the number of companies in the UK whose sales people consistently follow a defined sales process continues to be very small. Most companies have a collection of unrelated processes and tools, taught at different times to different sets of people. Also, sales managers are rarely shown how to review and add-value to these tools and processes so their overall effectiveness is low.

The main blocks are:
Defining a meaningful selling process
Ensuring it is shared and adopted
A key role in our work with clients is helping them resolve these blocks and implement an effective sales process that drives growth.
 
 
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