Do you have a sales process and does it work?

 

  • What is a Sales Process?
    • It is a step-by-step guide to help create a consistent result. Proven and repeatable steps, yet flexible enough to allow for updates and changes in your marketplace or business.
    • A great sales process can help your team become wildly successful because it gives them a road map. You are removing doubt and replacing it with certainty. That builds confidence in you and your team!
    • Without a process your team is left up to their own devices. Which means that you may find wins, but is it consistent?
"Companies following a sales process can increase their revenue by at least 18%, according to the Harvard Business Review." Source: The Brooks Group
  • What would you do if you could guarantee an increase in sales by 18%?
    • Would you stop all your salespeople and start training them on this new way of doing things or would you be content with letting 18% go through their fingers and yours?
    • Adding a sales process can be a challenge if you have never had one and your sales team are living in the wild west.  We all like the cowgirl when she is selling but what happens when they hit a slump?  A process can help to eliminate things like slumps.
    • A solid, proven, and repeatable processes can provide a consistent stream of wins for your salespeople and for your company.
"According to the Objective Management Group, 68% of all salespeople do not follow a sales process. Meanwhile, another study shows that 70% of companies that do follow a structured sales process are categorized as high performers. Studies by TAS Group found that companies that implement a sales process outperform companies that do not."  Source: The Sales Fuel
  • Are your salespeople using the process that you have in place or are they winging it?
    • With studies that show 68% of salespeople not using a process AND showing the success of those that use one, how confident are you that your team is using one?  This can be a chance to show the benefits of using a process to your team.  They can and will be more effective when they use the process.
    • Is your competition beating you most of the time?  Maybe they have a process.  You may disagree with this but, it rarely is about price when you have the right process, and your team is using it properly.
    • If your process is outdated or ineffective, then get the team involved to update it.  When the team is involved, you ensure that your new process will be a success.
    • If it needs to be tweaked, then use that as an opportunity to change it.  Do you need to continue to coach your team on how to use the process properly?  Keep coaching until they know the process.  If you are uncomfortable with coaching or training, get someone who can help you involved so that you can start seeing success sooner rather than later.
  • How does it help?
      • It gives you a clear path to success
        • When you have a proven and repeatable process it creates success, and that success will continue as you and your team continue to use the process.
      • It unifies the team because it can help hold your team accountable with each other and to leadership.
        • If everyone is using the same process, then each member of your sales team can and will hold the others accountable as they each learn and use the process.
      • Easily measurable and trackable.
        • It allows the sales leader or owner to ask the proper questions and know where the customers are at in the pipeline.
      • It speeds up the onboarding process
        • This is true for new salespeople because it gives them the roadmap for success in your company, remember this is a proven and repeatable process. Think plug and play when it comes to finding the right people to join your organization.

If you have questions about how to set up a process, contact us or set up a time on our calendar to find out how we can contribute to what you are doing.  

 

 

 

Who Will Help You Reach Your Goals?

“Individual commitment to a group effort - that is what makes a team work, a company work, a society work, a civilization work.” - Vince Lombardi

Everyone is an individual.  They are creative in their own way.  Some can write, others can speak, still others sing, lead people, organize others, and the list can go on.  We can do things by ourselves and can do them well.  We all have been part of a team at some point in our lives.  We had to work with others and get along with people so we could do something together.  Create something as a team instead of just as one person.

Could we do the project or work by ourselves?  Maybe.  Too often we think that we want to be alone and not have to work with others.  We are seeing a shift in the workforce as I write this, where people want to work from home.  Apart from their coworkers.  Working alone has some advantages and disadvantages but the key question is, can we work together?

I have been blessed to get to work with a number of people in my life.  This collage is a representation of a few of those people that I got to collaborate with.  I have been an individual contributor most of my career.  All that means is that I was there to sell it to the client.  Someone set the appointment after taking the call, that was placed by a customer that saw an advertisement, that someone created.  I can go out and sell on my own, but I need someone to make the product, I need someone to deliver the product or even install the product.  I will need someone to account for the transaction that I help create as well, so that everyone can get paid.  Also, someone needs to write the checks to pay everyone.  This could be a small company and all those jobs are held by one person.  Most of the time, we need to focus on what we can do well and let others do what they do well.  When we collaborate, we can bring different strengths to the table and accomplish so much more.  We can work on a project together and the ideas that flow are multiplied because someone said something that sparked you to think of something else, and so on.  I believe this is what spawned the saying the whole is greater than the sum of its parts.

What has collaboration done for you?  Have you been able to work with others to create something?  We have the chance to work with others all the time, but we get to choose who we will collaborate with.  Do you need to find someone to help with a part of your business?  Do you need some software to help you manage your business or your team better?  Do you need a coach to help you in your personal or professional life?  Do you need help with marketing, HR, accounting, or sales?  In the book Who Not How by Dan Sullivan with Dr. Benjamin Hardy, they talk about getting people involved who can do the how instead of you trying to figure it out yourself.  Isn't that one of the goals of collaboration, finding people who are more skilled at something and letting them do it?

If you are ready to work with someone on your sales then contact us for a free 30-minute conversation to see if we can contribute to what you are doing.