What is a Sales Process?
A sales process is a set of repeatable steps to guide a prospect or customer through a buyer’s journey from identification through to close. These steps are represented by sales and/or marketing processes or systems for achieving the necessary outcomes to move the prospect to the next stage.
Sales Process Steps:
This process generally includes the following stages:
- The identification of potential customers based on common criteria. Geography, industry, function, interest.
- Establishment of desire or intent or confirmed existence of pain
- Research to identify specific information needed to customize the solution.
- Preparation and delivery of sales presentation
- Handle objections. Overcoming misconceptions or barriers to the final sale
- Agreement or approval to move forward with the sale.
Sales Process Benefits:
The benefits of having an established sales process are speed, efficiency and cost. A well-defined sales process with engineered processes and systems can move the best prospects (most likely to buy) through buyers journey quickly thereby reducing the cost of sales and increasing the chances of conversion. Sales processes are often illustrated as funnels or wheels to demonstrate the Buyers Journey.
A well-crafted sales process provides:
- Common Language Across the Team
- Time Management/Investment
- Forecast Accuracy
- Aligns the Organization
- Resource Allocation
Long Beach Sales and Marketing:
The mapping of a sales process is time consuming and as such small/ mid sized businesses do not often invest in the work owing to competing priorities. With the promise of faster conversions and a more efficient and targeted sales activities the reasons for spending the time are large. Let Long Beach Sales and Marketing Help.