Sales Process Management..
Sales process management can transform your sales performance results by turning disconnected sales and marketing activities into a 'well oiled machine'.
...Does your business assume that if more sales happen, the marketing must have been working... and vice versa..?
Or is yours a more 'robustly engineered' and measured approach?
Sales process management blends your marketing and sales to create an integrated, tightly managed, revenue generating machine.
Because it takes its inspiration and approach from Lean Six Sigma manufacturing, which aims for 99.99% quality (3.4 errors per million opportunities).
... A long way from many current UK sales processes, which often result in 9 out of every 10 leads being abandoned early in the sales process.
And when sales and marketing account for up to half of your company's direct costs, that's potentially up to 45% of your costs completely wasted!
Time to replace the salesperson's 'gut feel', and enforce rigor at each stage of finding, winning and keeping customers.
You need to go way deeper than 'how many calls did we make'? And 'these guys need training on how to close!'
Because you need to know that your marketing produces quality leads and opportunities, that quality sales processes predictably and profitably convert.
Stage 1 is to view the process from the customers' perspective as a 'buying' rather than 'selling' process, ensuring it is broken down in terms relevant to 'their', not just 'our' perspective.
Next, each stage in the process is measured for activity and outcome, and the output (conversion) rates between key stages are calculated, to establish a performance base line.
Then it's time to 'home-in' on the variables which are most likely to have the desired effect of moving more customers forward at each stage.
This is done by 'value mapping' your customers' pain (their needs) and ensuring the Voice of the Customer is embedded in activities and messages which show how you'll take their pain away.
Ultimately the sales process gathers a natural momentum, with lost opportunities being identified in the same way as errors in production line assembly, root causes being identified and solutions brainstormed.
If you would like to see a more scientific approach to 'boosting your sales', call me on 01291 623355 now and let's get started.
To your success
PS: Don't put off boosting your results...
call me now on 01291 623355