As technology progresses, so does our company model. To stay updated and essential, one must consider these emerging patterns. There is so much going on that it is easy to get confused in the midst of it all. On the other hand, understanding it can let you know what to search for and what to introduce to support your company.
For businesses, sales during a corona pandemic were difficult and daunting. Not just difficult, many small and medium companies shut down due to no sale and profit. And even in the current post-pandemic era – it’s a daunting task for businesses to remain operative, competitive in the market, and to perform their sales activities as they were used to do before the pandemic.
Now, businesses are looking to invest in digital technologies to cut down the human resource and streamline their business activities. The use of cloud-based technology is quickly growing, like – cloud accounting software, cloud storage, services, and many more.
Working in sales allows you to be very autonomous in your everyday activities. As a sales representative, you must be adaptable and ready to improvise to elicit the desired “It’s a deal!” from prospects.
Another “fun” aspect of sales and purchases is that shoppers can be picky, unnecessarily vigilant, impulsive, and even paranoid! That is why salespeople must be innovative and often adapt their sales tactics to a new customer’s needs and preferences.
No, you ask, how can anything as unstable as this operate under an organized plan?
This blog would demonstrate that, no matter what, you need a systematic sales process to simplify the process, boost results, and even help you close sales faster.
Let’s begin with the understanding of what is the sales process.
What is the sales process? An overview
A sales cycle is a series of procedures that a salesperson follows to move a potential customer from the early stages of recognition to a closing sale.
While most sales departments are conscious that they go through a standard procedure, few want to detail and standardize the method instead of leaving it up to the sales representatives to determine which steps to follow.
Six practical ways to create a sales process for better sales in 2021
It’s an excellent way to function depending on your abilities and resourcefulness. Sales, on the other hand, are not a game of instinct and creativity. Sales is a well-organized series of operational moves.
According to a Sales Management Association report, 90 percent of the organizations that employ a structured, directed sales mechanism are the top performing.
Here’s how to build a streamlined sales process for the team or daily sales practices.
1. Be clear and comfortable with the Sales Target
Until representatives begin developing a sales strategy, they should be satisfied with the revenue goal you’ve assigned to them.
As a sales manager, this may provide a post-mortem of sales results details — usually, over the previous 6 to 12 months, although, with the effect of COVID-19, you will prefer to apply to sales performance in 2019. You would be defining prominent figures such as total revenue, income, win/loss percentage, transaction size, and other KPIs that are essential to your company as a result of this. Including weekly, regular, and monthly operation figures, such as phone calls, meetings, and emails, if applicable.
The revenue goal for each of your reps is determined by this info, the company’s total sales forecasts, and your organizational strategy.
2. Break the numbers into manageable “Chunks.”
As the sales leader, teach the reps how to divide their goals into “chunks” to plan and tackle them more efficiently.
A $7,250,000 revenue goal, for example, maybe broken down as follows:
- Appropriate Maintenance Accounts for $5,150,000
- $500,000 in New Good or Service Sales from Regular Clients
- $750,000 in new accounts with pre-existing opportunities
- $750,000 in brand new funds created by marketing leads
- Prospecting also resulted in $100,000 in brand new accounts.
When you look at the goal in this manner, it becomes more manageable and simpler to build a detailed strategy around it. Use of Cloud accounting software can help you manage everything regarding billing, invoicing, finance, accounting and sales.
3. Identify and Understand the hurdles
Salespeople who are aware of the challenges they will encounter would be well able to tackle them. As part of the preparation phase, make your reps brainstorm potential roadblocks to meeting their objectives and strategies for solving such roadblocks.
Take great note to understand how a lockdown or other pandemic-imposed constraints would affect your sales operation and, as a result, your objectives.
Of necessity, there are more mundane challenges. External causes like disturbance of the business or the departure of contact inside an account may be troublesome.
Internal obstacles may also exist, such as an inability to match the company’s communications policy with your sales plan, which results in low-quality leads—identifying and overcoming challenges early on increases the team’s chances of performance.
4. Develop an excellent action plan
If the sales representatives realize what numbers can be achieved and where the rewards and challenges lay, they will develop an action plan.
Request that the sales representatives discuss particular tactics or initiatives they should implement to help them reach their objectives. Make sure they mention the high-gain tasks in the plan that they will carry out on a regular, weekly, and monthly basis to get them where they need to go.
5. Get along with the Marketing team
Aligning sales and promotions is critical and will provide the company with a significant competitive edge. Suggest that the salespeople consult with the management staff and go through their one-page business strategy. When the marketing staff knows the team’s business strategies, they will develop a marketing plan to help the sales team drive better leads.
6. Don’t forget execution is the key
Execution is the final and most critical phase in the business strategy. Encourage the salespeople to make their sales action plan visible to them every day and arrange the events they have agreed to on their calendars.
Through prioritizing and allocating the requisite time, the sales force would have no reasons for poor execution – and they will be well on their path to success.
The process of developing an excellent and effective plan assists your sales force in managing their everyday operations in a manner that brings them closer to meeting their long-term objectives.
“Planning is taking the possibility into the current so that you can do more about it now,” says Alan Lakein. The start of a new year or fiscal year is an excellent opportunity to teach your sales reps how to create their own sales goals and conquer any other obstacles they can face.