According to Objective Management Group’s statistics from evaluating more than 850,000 salespeople in 10,000 companies, 91 per cent of salespeople still don’t have, or don’t follow a formal, customised sales process.
And the fact is, if there is no process in place, then there is a very high chance that your team are not working as effectively and efficiently as they could be – which of course, in turn, affects profitability and growth for your business.
Not convinced?
So if you don’t have a sales process, or you haven’t reviewed it in a long time, you must revisit it and spend time documenting the way you want the sales team to prospect and nurture leads through the sales funnel. Here’s a few insights into how world-renowned sales leader Dave Kurlan works on creating sales processes with his clients:
Then of course there’s another process required when a new customer comes on board – is there an opportunity to up-sell, and if so, how is that quantified – and by who? Most sales leaders know that selling to existing clients offers a very profitable opportunity to businesses – but many don’t have any sort of plan around how to proactively do this. So why not beat your competitors to the punch?
The CEO of SalesStar, New Zealand's leading sales development company. Are you looking for Paul? You'll find him at the battle front. He loves getting out to see new prospects learn about their sales challenges and helping them fix their problems and win new business. He works with helping CEO's who are frustrated with their sales results. Who know they can be doing better, but just don't know how!
Find out more about Paul O'Donohue on LinkedIn
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