Post by account_disabled on Dec 28, 2023 3:49:04 GMT -5
What business owner or sales manager wouldn't dream of constantly growing revenues? Those that could be predicted and raised regularly, preferably quickly. (Silence in the room). Of course, there are many factors that, to a greater or lesser extent, influence the financial success of a company . People, product, competitive advantage – everything matters. However, there is one area that is directly related to revenue predictability. This is the sales process - often the only process in the company responsible for generating money. Screenshot at Aug 03 11 00 31 Sales forecasting in Livespace CRM So why is it so often neglected? In the study "What really counts in B2B sales" it turns out that as many as 46% of companies do not have a defined and described sales process . These conclusions are also confirmed by other studies and many years of experience working with entrepreneurs, which show that there is usually a huge difference in the approach to designing production processes, or even marketing processes, and sales processes. The latter are usually limited to a few brief guidelines for traders, leaving a lot of room for interpretation.
We present 3 key areas thanks to which you can successfully WhatsApp Number List optimize the sales process and lead to a situation in which the company records regular sales increases. Google Analytics for online stores SEE HOW TO MEASURE ONLINE SALES! Define basic definitions It is worth starting with the foundations that will allow the entire sales team and people cooperating with them to understand the key elements of the process in the same way. Very often, the lack of definitions specifying precisely e.g. the value proposition, customer segments and when the sale is considered completed means that each salesperson has a different idea of how to proceed and what is important. Think process-wise, not individually Definitions alone are not sufficient to talk about the process. A process is a sequence of activities that follow one another and form a logical whole.
It is also necessary to determine what exactly is to be "processed", i.e. what we have as input and output. In the case of the sales process, it is usually a lead that either drops out at one of the intermediate stages or a new customer or order.How we describe the process in detail determines what we can then optimize. If, for example, our process consists of 3-4 stages and the rest is undefined, we will not be able to analyze and optimize the rest later. As management expert Peter Drucker once said, “you can't manage what you can't measure.” Of course, you should be careful when implementing the process into CRM so as not to do it in too much detail and thus cause salespeople to focus on administrative work instead of sales.
We present 3 key areas thanks to which you can successfully WhatsApp Number List optimize the sales process and lead to a situation in which the company records regular sales increases. Google Analytics for online stores SEE HOW TO MEASURE ONLINE SALES! Define basic definitions It is worth starting with the foundations that will allow the entire sales team and people cooperating with them to understand the key elements of the process in the same way. Very often, the lack of definitions specifying precisely e.g. the value proposition, customer segments and when the sale is considered completed means that each salesperson has a different idea of how to proceed and what is important. Think process-wise, not individually Definitions alone are not sufficient to talk about the process. A process is a sequence of activities that follow one another and form a logical whole.
It is also necessary to determine what exactly is to be "processed", i.e. what we have as input and output. In the case of the sales process, it is usually a lead that either drops out at one of the intermediate stages or a new customer or order.How we describe the process in detail determines what we can then optimize. If, for example, our process consists of 3-4 stages and the rest is undefined, we will not be able to analyze and optimize the rest later. As management expert Peter Drucker once said, “you can't manage what you can't measure.” Of course, you should be careful when implementing the process into CRM so as not to do it in too much detail and thus cause salespeople to focus on administrative work instead of sales.