How do you create a better sales process?
Sales process is a term that describes the systematic, repeatable series of steps that maps out and track interactions with prospects from initial inquiry to final payment.
What prospects expect has drastically evolved yet many businesses lag behind, failing to keep pace with the transformation of their customers’ expectations. It goes without saying that improving a customer’s experience during a sale process is imperative to winning loyalty, wallets, praise and recommendations.
The problem is how do you achieve this? BriteBiz provides three tips on how to get you started on this journey:
1) Understand Your Sales Process and Tools
Firstly, it’s vital to understand exactly what your sales process looks like and how it’s supported internally. This might seem like a no-brainer but it’s surprising how few companies actually do.
Is it a paper-based system? Do you use a CRM tool, and how effective is it? You need to map out your sales process and understand what tools are being leveraged at each stage and if they are working. It never fails to amaze us the amount of companies that have sales people, with no formal process, no metrics to track, and a bunch of expensive software that is supposed to support them, but that is not doing much more than confusing everybody. You won’t be able to improve your sales process unless you first understand it.
2) Say Goodbye to Piece-meal Systems
Once companies have taken this step they are likely to realize that their sales team spends more time on admin tasks like drawing up quotes, chasing contracts, and trying to manage the flow of requests on existing opportunities, than prospecting new business or responding to incoming inquiries. It’s a piecemeal approach to sales that is clunky and slow-moving, just about keeps your head above water and most importantly, won’t impress prospects on a number of levels.
How do you move away from this? Companies need to streamline their internal processes and to achieve this there must be corresponding consistency in internal IT processes. The competitive advantages of doing so are huge given the number of companies still using multiple disconnected systems and fragmented processes.
This leads to a number of errors and inconsistencies as employees move from emails in Outlook to offline spreadsheets to their company’s accounting software. This also creates considerable time inefficiencies as a customer is moved from initial inquiry to payment. There is no central system to manage inquiries, tasks, customer requests, contracts, quotes and payments, nevermind facilitate internal collaboration on all of the above.
To provide a seamless sales experience, there must be a seamless back-end process in place to support it.
3) Make it Quick and Easy
The bottom line is simple: sales are lost if you don’t make it easy and quick to buy from your business.The old adage ‘haste makes waste’ is not applicable to the on-demand economy which has created a customer that expects immediate and convenient access to exactly what they want. While the on-demand economy was coined partly in response to the likes of Uber that provides a service immediately upon request, it’s fundamentally changed expectations of response times and transparency during a sale, no matter what industry you’re operating within. This has profound repercussions for what is expected during the sales process.
Research from Microsoft found that a website begins losing traffic to competitors if it takes a quarter of a second longer to load. Customers don’t want to have to chase your team for the information they need. The challenge? To figure out how to provide the most important information in the quickest way possible to your customers.
BriteBiz empowers your business to enhance all aspects of a sale from initial inquiry to final payment, improving customer experience in the process. Say goodbye to piece-meal systems, cut your response time and effortlessly set-up a software that dramatically improves your business’ current sales process.