Sales process: A series of clearly defined steps and communication methods between a company and its prospects.
Remember that too much process kills the sales team but the sales team die without process
>> Importance of defining your sales process:
— Establish metrics
— Establish a repeatable process
>> Define the process with the buyer’s journey:
Many people just start their business and start pitching people with pricing and costing about their offer/services and just try to reach a large number of customers. But that is what is called show up and throw up or Alligator selling, i.e largemouth, and little ears
Whereas the real salesperson would identify his real buyer and pitch them with a personalized note.
Layout the buyer’s journey for your target persona
1. Identify where they can’t move forward without the help of a sales rep.
2. Define clear exit criteria for each step (moving from one stage to the next)
Sales process stage standards
1. Required: Every sales rep must go through it. It is very essential to get all the information about the buyer with his actual vision and needs.
2. Factual: Don’t interpret, you must know its a yes or no
3. Inspectable: Go in-depth with the buyer to understand his pain points and guide him from there.
Buyer–centric: Make every approach buyer-centric, make it seller-centric
Each step should be a combination of rep focused action and buyer-centric results.
When sales close, your relationship with the customer should not end.
Happy customers can be a major asset to a sales team and unhappy customers can be a major obstacle to your sales team
Focus on the stages after closing the deal to keep the customer engaged with you
— Figure out what your team needs in a methodology (combine a bunch of methodologies as per your process)
— Create a playbook that shows your reps the best way to follow the methodology that includes the answer to the following questions:
1. What to know: What product/service are you selling and whom you are focusing on?
2. What you do: What steps are you following for before and after sales?
3. What to say: What is your core message? What are your storylines to the customer, questions, conversation talk tracks?
4. What to show: Focus on the whitepaper, videos, compelling visuals, etc.
–The moment you figure something out the market changes. You must constantly monitor how well your sales process is performing to get rid of being buried in the changing market.
–Identify due to which reason and at which stage you lost the deal and also try to take the feedback from the customers directly.
The 3 stages of the sales process:
1. Humming: You certainly stick to one process and no one is complaining about the sales improvements. You need to upgrade your processes based on the changing mindset of the market and customer otherwise you will not be able to compete for the new challenges.
2. Experimenting: Start experimenting and improving the processes. You can never know which practice or processes would better suit your company’s requirements and processes. You can always make a better decision after a trial and error phase.
3. Thrashing: There should never a time where your sales process should be thrashing. There should be continuous improvement but thrashing from one solution to another is corrosive.