10 Good Reasons for Defining (& Improving) the Sales Process

Have you formally defined your organization’s sales process?

In other words, have you documented the specific steps you or your sales team must execute to move from identifying a lead to closing the sale?

If so, are they the right steps?  Have you mapped the key objectives and activities for each step? How about measuring team performance on a step-by-step basis? Are people working on the right things? Have you identified the best opportunities for continually improving each step and, as a result, the entire process?

We’ve found that those who place a strong focus on these things are able to execute the sales process much more effectively and, as a result, enjoy a number of advantages, which include:

  1. Consistent approach which can more easily be analyzed and continually improved, most often resulting in a greater competitive advantage
  2. Common language throughout the organization, facilitating more effective strategizing
  3. More consistent and diligent lead qualification, thus promoting efficiency and reducing waste
  4. More precise definition of transaction status and progress, thus more accurate forecasting
  5. More comprehensive need assessment, which promotes a consultative selling style and higher margins; better assessment also tends to bring-about a heightened responsiveness to customer needs, interests and priorities, and often yields larger average order size
  6. Heightened ability to incorporate the voice-of-the-customer into organizational decision-making
  7. Higher levels of conscious competence and team development
  8. Shorter sales cycles
  9. More natural closing
  10. A better customer experience, as the “diligent” execution promotes differentiation