How often do you sit down and review your sales process, I mean seriously? You probably review deals in the process, but not the process itself. My personal recommendation is that as a sales manager, you should shut the doors and take a hard look at this every 3 months. One of the first critical steps is to see if your sales process and marketing messaging are aligned. Both of these processes evolve but are oftened not in sync. Are the reports from your CRM system telling you enough about how you want to view your sales process? You probably focus on how long deals are in specific stages, but do you track it back to how and where you got the lead? Different types of leads (ie Cold Calls vs. Marketing Events) will have different incubation periods in the sales process. Finally, is the process your most successful reps using the same as the process your underachievers are using? The best reps innovate and extend the sales process, take the hint and integrate the best practices into the norm. Oh, by the way, you need to really do a good job of communcating the changes made to your sales team; this seems trivial, but believe me it is often the most skipped step in the process.
Those are just a couple of ideas, let us know if you need some more.
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