Building a Sales Process to Drive Better Results

eBook: Building a Consistent Sales ProcessTO DRIVE BETTER RESULTS

Why Do Sales Organization’s Need a Sales Process?

1. To Improve sales performance 2. To achieve the results as quickly as

possible

A sales process can be used as a blueprint for rapid behavior change

to achieve better results.

1. Establish a Common Language:

Step One of Building a Sales Process

Makes your team unified

Creates an understanding across global organizations

Enhances communications

Aligns sellers and managers

Step Two of Building a Sales Process

2. Establish Consistency across the Organization

1. Qualify2. Discovery3. Proposal4. Presentation5. Solution Refinement 6. Contract

Repeatable and effective process

Step Three of Building a Sales Process

3. CRM Integration

• Fully integrating your sales process with your CRM platform increases adoption levels and usage.

• The CRM should be used as a coaching platform.

• The CRM can measure the success of training sessions.

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