How to implement a Sales Process - Solastis

1. HOW TO IMPLEMENT A SALES PROCESS? Creating a sales process may just be the way to go in to guarantee a better chance of success for your business. However building the sales process is only half the journey and your work isn’t complete until it has been implemented into your organization. Based on reports from the sales benchmark index, it is clear that a properly implemented sales process can create a better chance of success for your team by about 24%, reduce redundancy in your sales cycle by about 20% and lead to an increase in your average sales price by 15%. These are benefits that anyone would want in their organization. However, to reap these benefits, you have to be able to implement your entire sales process with your CRM software and invest the best of your resources to keep track of it regularly. This article will serve as a guide to teach you how to implement your sales process using CRM. It is an answer to the best ways to get the best results out of your organization. A successful implementation will be totally beneficial. Before discussing the steps to implementing a sales process, it is ideal to understand how the entire sales process works. WHAT IS A SALES PROCESS? Every organization uses a sales process in some form or the other, though at times you may not realize. At times you may be operating a completely manual process which is not documented in a structured form. A lot of times, the sales process does not work out the same for all organizations. A sales process consists of different steps or stages. It brings a consistent, repeatable structure to sales operations in your organization. When it is implemented using a CRM system the structure and all sales inquiries also become clearly visible to everybody involved in the organization. The whole sales process can be summarized to comprise of different stages. These different stages are applicable to almost every business, however, in many situations, you may need your customized stages.

2. COMMON STAGES OF A SALES PROCESS NEW OPPORTUNITY This stage identifies when a new lead is identified. The information of this new lead will be recorded during the start of the sales process. The new lead is a person who is new to the company and we are now going to explore if some products or services can be sold to him. CONTACTING In this stage, the sales rep has to make initial contact with the lead and constantly be able to connect with the lead. Reminders can also be set to create a schedule where the lead will be regularly contacted. The purpose of this stage is to make initial contact and obtain the information as to the leads requirements. ENGAGING More engagement with the lead happens in this phase. Typically the sales representative will have calls, video conferences or even a personal meeting with the lead. The goal of the sales rep is to make sure the lead is able to engage in business. QUALIFIED The actual sale of product or services will happen here. Once the lead has confirmed to buy the services, the necessary paperwork will need to be sent to him. This may include invoices, contract, specifications, etc. CLOSING This is where the entire sales process is designed to close. The delivery of the product or the service may happen here. An invoice may be raised, and the sales rep may conform to the lead about the completion of the sales process. Typically when you close the opportunity, you will also mention if it was closed – won (meaning successful sales happened) or closed – lost (meaning sales could not be achieved).