For example, a consulting firm's sales strategy might be to attract leads with a plan to generate demand. Leads are then passed on to sales reps, who are responsible for qualifying and guiding prospects to a meeting. Once a problem is identified, reps work hand-in-hand with account managers or other consultants to create a proposal with a potential solution.
No matter what this process looks like for you, make belgium whatsapp mobile phone number list sure you have a clear view of all the steps in the customer journey so you know how to present a sales strategy to your team, your relationship with them, and the parts of your business involved in it.
Create a structure to establish the process map
You'll need to have a way to illustrate your process and give it a specific structure. You can do this using a simple tool like a pen and paper, or software like Lucidchart .
With software, for example, you can choose from several "shapes" or graphical representations to visualize the nature of each stage of the sales process. Different shapes range from hierarchy (or tree) charts to pie charts or process diagrams. Each works best in a certain scenario.
Since presenting a sales strategy correctly is essential, the key is to identify which one works best for each stage of the sales process. This way, you can easily optimize and adjust your strategy over time.
Create an outline of your current sales process
To improve and optimize your sales process, you need to understand the activities and steps you are already taking. Start by interviewing a few reps and stakeholders within sales organizations.
Here are some examples of questions that can be asked depending on the roles and responsibilities:
Sales : How do you generate your new leads? Once a lead enters the funnel, how do you guide them to closing?
Sales Development – Do you have a structure in place to organize the various areas of sales development? How are leads prioritized in the marketing department before being handed off to sales?
Marketing : What are your top sources of leads? How do you assign them to sales teams and sales development reps (SDRs) ?
Answering these types of questions will help you find the missing pieces in your sales process blueprint.
Discover opportunities
Once you have an outline of your current sales process, it's time to determine what its strengths are and what opportunities you're in a position to capitalize on.
For example, you may have a robust workflow for moving your prospects to close that relies on fewer prospects dropping out during the process.
But maybe your initial lead generation is lacking. Dig a little deeper and it may be that the real problem is getting leads interested in taking a discovery call.
In this case, your strength lies in the process you use to close deals. Your opportunity for improvement lies in generating more leads and increasing the conversion rate to appointments.
