SALES is a PROCESS
A sales process is a set of repeatable steps that a salesperson takes to move a prospective buyer from the early stage of awareness to a closed sale. And while Marketing draws the leads and/or prospects in, it’s the sales process that moves them through to the purchase.
The process acts as a roadmap for your sales team to follow to ensure consistency and the right actions to be performed at every stage until the lead/prospect is converted to a customer. The benefit of this type of process is the data and analytics that allow you and your team to learn from customer activities and build a more efficient and customer-centric journey.
Your Kansas SBDC Advisor works with you.
Below are the necessary phases to develop a solid customer journey and thus a sales process. Your Business Advisor can provide worksheets to assist you from Phase to Phase.
PHASE I – DISCOVERY
Focus on defining the customer and its journey
- Customer Personas
- Traffic Sources & Sales Map
- Lead Strategy
PHASE II SALES PROCESES
Marrying the internal process with that of the customer journey:
- Qualification and Lead Management
- Internal and External Messaging
- KNOW-LIKE-TRUST-TRY-BUY-REPEAT-REFER
- Account Management
- Tools
PHASE III SALES AND MARKETING INTEGRATION
Putting it all together:
- CRM – Implement or update to mirror customer journey
- Instructions and Training
PHASE IV Measurement
Capture data to assess and continually improve:
- Key Performance Metrics
- Dashboard for Analytics
