• 4 Requirements of an Effective Sales Process – Episode 22

  • Dec 10 2021
  • Length: 11 mins
  • Podcast

4 Requirements of an Effective Sales Process – Episode 22

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  • Summary

  • Welcome to the CustomerCentric Selling podcast. In the last episode, we talked about the Sales Process and Sales Methodology, and the differences. Now, we will talk about the criteria and what people should look for in defining an effective Sales Process and Methodology. When looking at an effective Sales Process, there are Four Key Attributes that salespeople should focus on. The FIRST ATTRIBUTE is Progressive Steps. This is where you are defining the steps in the Process. Those steps have to be making forward progress with the opportunity. The steps have to be progressive because you don’t want to confuse activity with accomplishment. The Process should be progressing forward as you execute the steps. The deeper into the Process you get, the better and the more qualified the opportunity becomes because it is passing obstacles each time. In most cases, the steps in the Sales Process are defined by the company themselves that is selling. Then they look for a sales process or sales methodology that aligns with what they’re trying to do. And the way they typically define the steps is they’ll customize the milestones in their CRM system. Whatever the CRM they’re using, almost all of them allow you to define milestones in the CRM system where you track the progress of an opportunity. The SECOND ATTRIBUTE is Activities. Once you’ve defined those progressive steps, you have to drill down and see what activities are associated with those steps in the Process.  And the activities that are commonly associated with progressive steps are defining the customers, a level of interest from the customer has been expressed interest, and scheduling the initial conversation. So you have to take each of the progressive steps and look at the activities associated with tracking your progress. The THIRD ATTRIBUTE is Inputs. These are the tools you provide to your salespeople that equip them to execute the steps in the process properly. In other words, these are the components that you are giving to your salespeople. Many companies refer to them as “Playbooks.” So it’s how you are loading your salespeople with the right words, phrases, and questions to execute the steps. The marketing aspects and the people involved in the customer journey is an organizational process. That’s where companies drop the ball. They’ll focus strictly on how they want to sell without incorporating other people or departments within their organization who is deeply involved in the customer’s buying experience. Marketing 20 years ago was the back end of the product development process. Companies would develop products, and then marketing would figure out how to bring them to market. But marketing in today’s age has taken place at the front end of the sales process. So marketing is out there in front of leading sales into the marketplace. Ideally, it should be providing sales with the messaging that will best equip the salespeople to properly execute the Process when they become active with the customer. The FOURTH ATTRIBUTE is the Deliverables. It is associated with steps created as a natural byproduct of execution that helps objectively validate the Process has been achieved or accomplished. What to Listen For: The Criteria and Key Attributes of the Sales Process [1:37]  First Attribute: Progressive Steps [2:04]  Second Attribute: Activities [4:24]  Third Attribute: Inputs [6:20]  Fourth Attribute: Deliverables [9:06]  Subscribe for weekly podcast episodes & listen wherever you get your podcasts! Quotes:  “If you want to get paid, you need a good sales process.” – Frank [10:08 – 10:12] RESOURCES MENTIONED: Free Trial of our CustomerCentric Online Course  CHECK OUT THE CCS ONLINE COURSE
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