As we’ve mentioned before, sales don’t magically come about. No matter how wonderful or innovative your service or offerings are, it is incredibly helpful to have a plan in place to guide leads through the process and to reap the rewards. It’s not that it necessarily can’t happen—it just makes things so much easier when you’re trying to move from the stage where your company is simply sustaining to a point where you are actually experiencing growth. We’ve seen many times how a lack of planning can lead to growing pains as companies struggle to keep up with a growing list of tasks and responsibilities, simply because they didn’t prepare. Our hope is that with a little effort up front, your company may see the exponential benefits of a thoughtfully developed sales process.
We’ve previously examined how to integrate a sales process into your company’s growth plan, but today let’s consider the ways in which it can be beneficial and how your company may falter if you don’t work out the details of your own sales process.
A Sales Process Helps with Building a Sales Team
Often when companies are looking to expand, one of their first steps is creating a team that deals specifically with acquiring new sales. Often, their efforts stop there. Once the team has been hired and assembled, members are left to their own devices and sent out to get sales through a variety of means, often with each individual doing something different. This can result in, quite frankly, a huge mess. Not only will there be confusion within the team, but other areas of the company will be left in the dark with regard to new leads.
Depending on your goals for your employees and company culture, it’s up to you whether to have a basic sales process already in mind for your team to follow and hone over time, or perhaps you’d prefer that they play a larger role in the development of your company’s specific process. No matter which route you decide to take, it’s important that everyone is in agreement on and invested in following the process. This can make all the difference in making sure that you see growth. It will also be helpful when hiring and training new team members; in such cases, efficiency is key, and a finely tuned sales process serves as a trusty roadmap. Lastly, make sure that your sales process is flexible. The market is always evolving, and you need to make sure that your company can adapt and change to meet new demands.
Without a Sales Process, Customers May Bail Out
You’ve likely heard the old adage about a successful team being like a well-oiled machine—without each individual component working effectively, things are likely to fall apart. To run effectively, and to send the right message to clients and potential leads, there absolutely needs to be consistency and transparency, both incredibly important when you’re trying to establish strong relationships with clients. These aspects simply cannot come about if there is no sales process in place for everyone to follow. As long as your team is scrambling to figure out what is going on or determining next steps, your company is losing money. Any discerning and savvy customer will recognize when there are issues and are likely to bow out before they end up losing out on any major investment, or missing an opportunity elsewhere.
It’s also important to note that not only is your company losing out on revenue opportunities when leads fall through. As long as you have a team that is currently “winging it,” hoping to land a sale without any real plan to follow, you’re putting resources toward efforts that aren’t necessarily bringing in any revenue. Over time, this can devastate your bottom line and put your business at risk.
Give Your Company the Best Chance at Tracking ROI
When you’re putting significant effort and resources toward something, you want to make sure that all the hard work and money is paying off. An identified and adapted sales process can help give your company a leg up when it comes to tracking the effectiveness of particular marketing and sales strategies. This allows you to see what is truly working and what needs to change. It can also provide useful information to show clients how things are progressing with regard to their particular account. This further supports the high value of transparency and accountability within your company culture.
It can also help establish some accountability among your sales team members. If particular strategies and methods seem to generally be working among most team members, you may more easily identify when someone needs additional assistance or training. The longer an issue goes unaddressed, the more chance there is for lost resources, or worse, a lost sale.
Updating Your Sales Process for Maximum Effectiveness
Your sales process (or lack of one) may be the missing link in your journey to business growth and positive reputation. If you’re looking to create a new sales process from the ground up or simply want to make sure that your current process is in good shape, we can provide the support needed to tackle the job. With our years of experience, we can help you grow the business of your dreams. Contact us today to learn more.