Thoughtful Thursdays – Improving your sales process
It is always a good idea to review processes on regular basis and improve them. Today’s sales thought is about ways to improve your sales process. I would expect that improvements in your sales process will result in saving you time and potentially shortening the sales cycle.
If you have not had the opportunity to map your sales process, the first step is to list every step in the process. I suggest that the starting point be when the objective of your efforts is to make a sale. This will begin once marketing activities have produced a prospect. Do you best not to leave any steps out.
Once you have identified the steps, look for the ones that repeat and/or slow you down. Focus on areas that you have control over. If a step can be eliminated or streamlined you are on your way to improving the process.
Be very careful to avoid cutting corners in order to save time. Cutting corners inevitably results in taking more time rather than less.
Here are a few areas that can often be successfully worked on:
- Sales call scheduling and planning
- Sales conversation design
- Setting objectives for your sales calls
Time saved through process improvements will help increase the number of sales opportunities you can work on and grwo sales faster.
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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