To grow a business and operate more efficiently than the competition, you need a well-defined sales process. Each new sales process should understand where leads come from, how they’re followed up with, and what steps need to take place to close a deal. Sign up for our newsletter.
Getting alignment on these basic principles will help you train reps faster, improve data quality, and provide a more consistent customer experience. A good way to get started, is by creating a sales process map. To make it easy for you, we created the map below which you can use as a starting point. It is available as a powerpoint file so you can edit it with terminology that is familiar to your employees and maps to the application you’re using.
What information do you need to track, what are the rules of engagement, where are the hand-offs, and what should you be measuring? These conversations will help you customize your CRM application and design the dashboards you need to stay on top of your business. Once you’ve got your process map locked down, print it out and have new employees pin it up in their cube. Take 15 minutes to meet with them to talk through each stage of the process so they have a firm understanding of how you run your business and what success metrics you want to hold them accountable for. As they say, you can’t measure what you can’t track.