A sales process comprises the series of steps a prospect follows from initial contact with a company to a purchase decision.  Effective sales processes match the natural steps a typical buyer takes to decide to make a purchase. Ineffective sales processes aren’t aligned with buyers’ needs and create a disconnect with the market.

The sales process starts with a qualified lead delivered to a specific distribution channel. With a good process, companies can better project ROI from all marketing campaigns. Customer relationship management software helps automate the operations in the sales process, and helps managers monitor performance and revenue.

Sales Process Value

A good sales process can improve selling effectiveness by efficiently delivering information that prospects need to make a decision to purchase. A defined process also helps improve revenue projections and marketing campaigns.

While many companies have a loosely defined sales process, a lack of structure, detail and definition can make it ineffective. Companies with a well-defined sales process are able to:

  • Track marketing investments to revenue and cash flow
  • Use data from marketing campaigns to determine the number of new leads required to meet revenue projections
  • Accurately project revenue on a weekly, monthly, quarterly and annual basis
  • Streamline sales management to easily determine why sales quotas aren’t being met
  • Shorten training time by creating a selling system that new personnel can grasp quickly

If you don't have a defined sales process, implementing one now can improve your entire sales & marketing program.

Growth Panel enables you to map out the sales process for each of your distribution channels. With Growth Panel, you can project the number of leads required to meet revenue goals, create valuable revenue projection reports, teach reps when to deliver selected sales tools and literature, deliver a valuable sales management tool, and diagnose and remedy sales challenges before quotas are missed. Often a few sales process improvements will yield a significant improvement in your top line.

Sales Process Tools in Growth Panel

  • Analyze the Value of a Sales Process: Determine whether your company can benefit from a formal sales process.
  • Define the Sales Process:  Outline the steps of the sales process, identify a qualified lead, set the conversion targets at each step, and determine the sales tools and literature needed at each step.
  • Project Sales Volume and Revenue Requirements:  Match revenue goals to the defined sales process and lead projections to determine if you’ll meet revenue goals.
  • Improve Sales Process to Maximize Revenue:  Identify bottlenecks and inefficiencies in your sales process and recommend solutions to improve performance and increase revenue.