The most frequent problems I see when helping business owners improve their sales is heavy turnover and inconsistent results that make increasing profits a challenge. Building and retaining a powerful sales team is critical. But that can be difficult without a defined sales process in place.
The best way to get your sales team on the same page is by:
- Collaborating with them to determine best practices for getting in the door and closing a sale (try using the 7-steps sales process as it applies to your product or service).
- Recording those steps in the form of a company sales manual.
- Tracking and measuring the results once everyone is using the same playbook.
When every member of your team is following the same steps – and executing them well – their efforts should cause your revenues to skyrocket. And by providing a clear methodology that allows sales personnel to just “check the boxes”, you’ll make your business much more attractive to new hires.
I still see too many companies spending too much time emphasizing product knowledge, or training sales staff on things they’re already good at! Clarifying your sales process will help your business identify weak links, so you can provide appropriate training where necessary.
It takes practice to become accomplished at every aspect of selling. Having your process laid out will not only make it easier for your sales team to develop their skills, their improvement will help boost your income.
