Depending on the source, either Ben Franklin or prominent, 1970s author, Alan Lakein, famously said that failure to plan was planning to fail. They were both right. To build a healthy sales team, you need a plan, a sales methodology or process that fits. A common theme we hear from many companies is that everyone does it “their own way”. While this can work in early-stage companies, a clear sales process must be honed, replicated, and executed by the whole team.
Every sales team is unique. How do you choose the right sales process to ensure the success of your team?
Fundamentals
There are plenty of cookie-cutter plans out there. To make the right choice and develop a sales process that grows your revenue, you need to focus on the basics:
Build the foundation of a healthy sales team using a well-defined sales process. Whatever process you implement will include the key steps from prospecting to qualifying to closing. To increase the effectiveness of your plan, make sure it suits your team and your industry demands.
Do your homework ahead of time. Crunch the numbers and identify the salespeople with the biggest opportunities to grow. For expert help in identifying and refining a process that gets the most out of your sales team, contact SEG for a free 30-minute consultation.