Does your team have a repeatable sales process? It’s a way to streamline workflows, ensuring everyone knows what to do to achieve a successful outcome. This clarity can improve efficiency and lead to consistent results.
Pablo Penades, the VP of marketing at Dooly, says when you don’t have repeatable sales processes, you may lack a cohesive customer base, and your sales forecasts may be inaccurate. You may also experience decreased revenue.
He recommends talking to your sales reps about their approaches. What tools do they use and how do they apply them? You can use what you learn to build a repeatable sales process. In this issue of PromoPro Daily, we share Penades’ guidance for designing a strategic sales approach.
Clarify your audience. Different sales approaches work for different audiences, so start by considering your target audience. Penades recommends creating clear, focused customer profiles that will give your reps the context they need to meet prospects where they are.
Outline each step in the sales cycle. Penades suggests using a methodology like the sales flywheel as the basis for your processes. This way, you can define how your business attracts, engages and delights customers. You can then build in consistent guidelines for your reps for each stage.
Establish KPIs for each stage. When you measure the effectiveness of each step in the sales process, your reps can refine their processes in the future, Penades says. You could measure KPIs like win rates and quota attainment rates.
Make a sales playbook. Think of it like a cheat sheet that sales reps can peek at before, during or after a call. Every playbook is unique, according to Penades, but many contain things like best practices and call scripts.
Create reusable collateral. From one-pagers to sales decks to FAQs, reusable and sharable resources can help sales reps perfect their process.
Involve your team. After you create a sales playbook, help your sales reps adopt the new processes. Penades recommends involving your team as early as possible in the decision-making process. The more input they have, the more likely they are to want to implement the new processes.
Regularly test your approach. When it comes to your sales process, make sure you review and update it regularly. This helps ensure the repeatable processes are genuinely helpful for your team.
Want to help your team work smarter, not harder? Start by creating a solid sales process. By standardizing the steps, you can eliminate the guesswork and lay the groundwork for a strong sales funnel.
Compiled by Audrey Sellers
Source: Pablo Penades is the VP of marketing at Dooly, a sales enablement platform.
