What is Sales Process?
Sales process is the combination of people, processes and systems that work together to create a steady sales funnel and expand your company. Together, sales process and marketing strategy are the foundation of your revenue generating system.
When you have defined processes, the right sales team, and effective sales and marketing systems, you can focus on clients and selling.
How Sales Process Helps Your Revenue Generation System
The biggest challenge in sales is inconsistent results. Salespeople who can’t sell, no defined B2B sales process, and poor sales management all hurt your ability to grow your company.
These are symptoms of bigger issues in your sales organization whether you have a team of one or 25 salespeople.
Sales Process Support to Grow Your Business
Sales Hiring Coaching
Finding good salespeople is hard. Sales Hiring Coaching teaches you how to find, attract, hire, and onboard top sales talent that fits your company needs and culture.
Sales Coaching
Sales process has a lot of elements, not all obvious. We offer expert Sales Coaching for owners and leaders to focus on the processes, systems, people, and skills you need to achieve your objectives.
Sales Assessment Test
Sales staffing mistakes are costly. Our Sales Assessment Tests take the guesswork out of sales candidates’ potential and your sales staff’s competencies. You get the data you need to make the right decisions.
Outsourced Sales Management
When you aren’t ready for a full-time sales manager, Outsourced Sales Management gives you an experienced sales manager focused on turning your salespeople into a high performing sales team.
Build Your Sales Machine
You deserve consistent sales results without doing all the selling and managing yourself. Clearly defined sales processes, the right sales staff, and sales management drive steady sales results. These are your sales machine. As the business owner, you aren’t the sales machine. You can hire skilled sales talent, give them a repeatable sales process, and manage them to the expectations you set. This is how you expand your business. It’s how you deserve to grow.
What ROI Can You Expect from B2B Sales Process?
Key sales organization metrics you can expect to see are:
- High performing, producing salespeople
- New hire speed to sales proficiency
- Reduced sales team turnover
- Reduced sales hiring mistakes
- Improved sales process consistency
- Increased sales metric tracking and monitoring
Key sales metrics you can expect to improve are:
- Sales
- Pipeline size
- Pipeline consistency
- Close ratio
- Revenue growth
- Profitability
Your Approach to Revenue Generation
The right sales process, people, and systems position your company for growth and protect against downturns. The type of processes you need to focus on and the level of support you need guide which approach is best to work together.
Flexible Sales Process Approaches for You
Coaching
Expert-led coaching incorporating our proven sales management, process and hiring materials. Delivered weekly or every other week
Consulting
Expert-led consulting, combining coaching and Do IT For You. A project completed within a specified time period
Do It For You
Do the work for you, operating side-by-side with you following our defined process. Delivered as defined by the project
How To Get Started
We Talk!
We’ll talk – just talk. You share your situation and vision for the sales organization. No stress, no obligation.
We recommend
We’ll share where to begin to achieve your growth goals and how we’ll help. You decide what’s most comfortable for you.
Meet your team
Get Started. We kickoff with a review of the objectives, meet additional team members, then dive right in. This ensures everyone is on the same page.
We implement
Implement. Together, we build your process and implementation plan. We work side-by-side, coaching you, consulting with you, or doing it for you to keep you on track.
Here’s what our clients are saying
IT Consulting Firm
I used to fly by the seat of my pants in sales. Walking through the process helped me understand it. We built our sales process, developed resources and trained all our staff. No leads fall out of our process and our close ratio has increased dramatically!
Manufacturer’s Agent company
Warren closed a $100K PO with recurring sales revenue of $75K annually. Our outsourced sales manager coached him to move from focusing on price to qualifying more, selling value and uncovering risks not associated with us. He uncovered that the prospect was not comparing apples to apples, changed how the prospect was thinking, then won the deal. Now our whole team is shifting how they sell.
Invaluable Analysis
We assessed our sales team of 5 reps to determine what we needed to change to reduce the length of our sales process. As we worked with our coach, we realized we had salespeople in the wrong roles for their skills. We moved several around then developed and implemented an action plan that has changed how we sell. Not only have we reduced the length of our sales process, we’ve also increased our close ratio. This was an invaluable analysis.
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