poor sales doesn’t always mean poor sales people
Is your team struggling to hit their sales targets? Perhaps your business fails to gain consistency in sales and develop reliable sales forecasts. Well, don’t rush to blaming your salespeople – it could be your sales process!
As a business owner, you may have developed some rock-star sales skills that have helped you grow your business significantly over the years. With this growth comes a need to employ a team of people to do the selling. These people need you to pass on your sales skills (Sales DNA) through a clearly defined sales process that will yield results time and time again. Without one, your scaling up business might have a difficult time forecasting and hitting sales targets, which could result in sluggish or even negative revenue growth.
What exactly is a sales process?
Your sales process details the specific steps that your sales team follows when ‘selling’, and goes into the detail of the sequence of activities, questioning, dealing with objections and closing. It’s your selling ‘recipe’. If your team follows the recipe, you know you’re selling well, as you have tried and tested it.
How do you develop a sales process?
Check out this article for tips on how to get started developing the sales process that’s appropriate for your business.
A great sales process is one of the most efficient ways to grow sales, as it drives improved conversion. Even a 10 % increase in conversion rates can have a very material impact on sales.
Poor sales doesn’t always mean poor sales people!
