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3 Ways a Defined Sales Process Will Improve Your Sales Efforts


A ๐˜€๐—ฎ๐—น๐—ฒ๐˜€ ๐—ฝ๐—ฟ๐—ผ๐—ฐ๐—ฒ๐˜€๐˜€ is a series of repeatable steps, or stages, a seller guides a potential client through in hopes of closing a deal. While the specific requirements of what needs to occur within each stage are unique for every company, the basic framework consists of the following stages:


๐—ค๐˜‚๐—ฎ๐—น๐—ถ๐—ณ๐˜†๐—ถ๐—ป๐—ด: Where the seller determines if the potential client is ready, willing, & able to buy their offerings.


๐——๐—ถ๐˜€๐—ฐ๐—ผ๐˜ƒ๐—ฒ๐—ฟ๐˜†: Time spent uncovering the prospectโ€™s goals, challenges, consequences of not addressing those challenges, timeline to accomplish their goals, decision maker(s), & their budget. This is the time to diagnose, not solve!


๐—ฃ๐—ฟ๐—ผ๐—ฝ๐—ผ๐˜€๐—ฎ๐—น: The sellerโ€™s opportunity to present their solution for solving the prospect's needs & fully communicate their value proposition.


๐—˜๐˜ƒ๐—ฎ๐—น๐˜‚๐—ฎ๐˜๐—ถ๐—ผ๐—ป: When concerns of the proposal are addressed, negotiated & possibly accommodated to progress the deal to close.


๐—–๐—น๐—ผ๐˜€๐—ฒ: When a contract is signed & the deal is closed.


Below are ๐Ÿฏ ๐˜„๐—ฎ๐˜†๐˜€ a defined sales process will improve your sales efforts:


๐Ÿญ) ๐—›๐—ถ๐—ด๐—ต๐—ฒ๐—ฟ ๐—ค๐˜‚๐—ฎ๐—น๐—ถ๐˜๐˜† ๐—ผ๐—ณ ๐—ฃ๐—ฟ๐—ผ๐˜€๐—ฝ๐—ฒ๐—ฐ๐˜๐˜€: A common issue is when sellers spend too much time on prospects that shouldnโ€™t be considered prospects in the 1st place. Incorporating a clearly defined sales process, where a thorough checklist of factors is utilized to determine if a lead is in fact worth pursuing, will help shorten sales cycles, increase close rates, & maximize your sales teamโ€™s efforts.


๐Ÿฎ) ๐—˜๐—ป๐—ต๐—ฎ๐—ป๐—ฐ๐—ฒ ๐˜๐—ต๐—ฒ ๐—ฃ๐—ฟ๐—ผ๐˜€๐—ฝ๐—ฒ๐—ฐ๐˜'๐˜€ ๐—˜๐˜…๐—ฝ๐—ฒ๐—ฟ๐—ถ๐—ฒ๐—ป๐—ฐ๐—ฒ ๐˜„๐—ถ๐˜๐—ต ๐—ฌ๐—ผ๐˜‚๐—ฟ ๐—–๐—ผ๐—บ๐—ฝ๐—ฎ๐—ป๐˜†: Sellers often jump at the chance to present their offerings to potential customers. But if proper qualifying hasnโ€™t been performed, or if a thorough discovery meeting failed to occur, then it's a waste of the prospect's time. Imagine your doctor communicating that you need a surgery when an acceptable diagnosis procedure never happened. A well-defined sales process will list essential information that needs to be obtained prior to advancing a prospect to the next stage. This will greatly improve the prospect's experience by keeping the process moving efficiently & ensuring their needs are addressed. At the same time, this will increase the likelihood of closing a sale.


๐Ÿฏ) ๐—œ๐—บ๐—ฝ๐—ฟ๐—ผ๐˜ƒ๐—ฒ๐—ฑ ๐—™๐—ผ๐—ฟ๐—ฒ๐—ฐ๐—ฎ๐˜€๐˜๐—ถ๐—ป๐—ด: A defined sales process helps you identify the stages where each deal resides, & with assigned close ratios for each stage, you will have a more accurate estimate of the revenue in your pipeline. This will only improve as close ratios can be adjusted to reflect historical averages.


If you're having trouble getting your sales team to perform at a higher level, in need of building a sales team & structure for growth, or having trouble recruiting high-performing sales professionals, please schedule a free consultation with me here on my website, or email me at dflynn@skyhawksales.com.

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