4 Ways To Continually Improve Your Sales Process
Improving a company’s sales process is a topic I get asked to speak about often. I love that entrepreneurs are eager to learn how to assess the sales process’s effectiveness and pivot their efforts to grow their businesses.
But, not all business owners are ready to dive into the deeply ingrained routines and tactics that make up this process. Maybe you are afraid that making changes will “rock the boat” and inadvertently cause sales to plummet.
While I understand such concerns, I wholeheartedly believe that regularly analyzing and tweaking your sales process will lead to long-term growth.
Still not convinced? Here are five reasons why you should consider improving your sales process today!
Consistency Is Key
When analyzing a sales process, I always start with this factor: Does your sales team operate under the same procedures?
If every salesperson on your team uses a different process to convert potential customers into loyal ones, you will have a difficult time differentiating between what actually works and what doesn’t — leaving you in the dark when it comes to knowing how to improve.
If you take nothing else from this blog, I hope you will come away with the desire to make your sales process consistent.
Make Buying Easy
Ensure the buying process that your customers go through is quick and easy. Whether your sales team works one-on-one with customers in-person or you have an online store, examine the process that a customer goes through.
It can be as simple as taking out a pen and paper and mapping out the steps as if you were a customer.
Ask yourself:
- What is the first step a customer takes in the buying process?
- How many “hoops” do they jump through from start to finish?
- Are these “hoops” essential or is there a better way to collect information?
- From the moment someone decides to make a purchase, how long does the entire sales process take?
A customer-centered buying process is sure to improve your sales process. Put yourself in your customers’ shoes and begin making changes from there!
Create Something New
I don’t mean a new product or service. Instead, ask yourself how you can jazz up your sales process. Create eye-catching marketing materials or design a new sales pitch that includes a thought-provoking question or idea.
The goal here is to evolve as your customers do. People change over time and how and what you present during your sales process should, too.
Create a Buzz
Your sales team may be excellent at chasing leads and building relationships with potential customers. That is truly an invaluable skill!
Yet, creating a buzz about your products and services that attracts clients and customers to you will certainly improve your sales process. Ramp up your marketing efforts to show the real value you are bringing to the world.
Imagine never having to chase clients because they are willingly coming to you already!
There are so many more ways to improve your sales process. But when a client comes to me asking for help in this area, I always encourage them to think about these four ideas first. Continually analyzing and pivoting these areas of your sales process will undoubtedly help your business grow!
BONUS: Build a Solid Sales Foundation
Building a solid sales foundation is vital for a thriving business. Start with the basics and cultivate a winning mindset that encourages your team to embrace changes to the sales process.
About the author, Sheles Wallace
Sheles is an award-winning business coach who gets results for her clients.
For over 15 years, she has helped business owners achieve their goals and
take their businesses to the next level. If you're ready to take the next
step in your business evolution and go from an owner who wears all hats to
creating a commercial, profitable enterprise that runs without you, find out
more here: https://calendly.com/sheles/introduction?month=2021-06
