Sales Process is a sequence of events that leads to a sale. Regardless of what industry we work in, sales processes are generally present, albeit in different forms.
You can feel the power of CRM when you call your bank and they are able to identify you before you even introduce yourself. At the end of the call they then ask you why you don’t appear to have any superannuation or are you interested in investing some of your liquid funds into a term deposit.?
The use of sales processes is far better implemented when a CRM system is used to support the ideology, it is a no brainer and hence the explosion of CRM into organizations.
Ten years ago, only 5% of companies had CRM, now we see that only 5% of companies don’t have CRM, but what we see is the poor use of the system they have in place. Underutilized CRM systems in organizations is common, and even more so is the linking of sales processes to the system.
The benefits of sales processes are that you can be assured of better efficiencies in the area of: number of enquiries to number of orders.
Another observation we have made is that companies that have sales processes in place during a downturn performed better than their competitors, due to the regimented processes, and higher yields.
It is a matter of how closely the sales processes are followed by all team members, but also how all team members view the power of the sales process and its impact on new and repeat revenue!
So, in what industries are sales processes used? Most industries use and all will benefit from the use of a sales process. Ranging from retail, Corporate and Government.
So, what does a sales process look like?
A sales process can be very specific and include the type of salutation that is made on greeting through to the questions asked during the very first prospecting call. In addition, how soon we generate a proposal, when to follow up and how to follow up.
The CRM often prompts the Team Member to send a template email to the prospect or client. This can then trigger a call back, and if the call back is not complete, a further reminder is sent to inspire action.
Sales Processes go far deeper than what is discussed above, in fact some sales processes are so complex that the standard functions of Sales Process creation are placed into the hands of developers.
If you would like to know more about how Sales Processes can be integrated into your business then call Synergy For Success to discuss Sales Training Brisbane, Sales Training Sydney, Sales Training Melbourne, Sales Training Adelaide & Sales Training Perth.
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