Sales Process Workshops: Creating and Implementing a powerful step by step sales process.
Although many organisations appreciate the importance of being customer-focused and talk in vague terms about their "consultative sales process” surprisingly few sales leaders invest the time and
energy required to develop a formal sales process—a sales process that is detailed and resilient enough to guide their sales-people and permit effective management of their efforts.
The Sales Activator® Sales Process Workshops are designed to enable you to develop a well defined, step-by-step process based on best practice by which you can maximise the effectiveness
and efficiency of your sales teams’ efforts.
Sales Process Workshop I - Creating an effective sales process
During this first stage workshop we work with your team to;
Understand your current sales activities and each customer decision stage. Identify and discuss current best practice (internally and externally) by flowcharting what currently happens and breaking this down into individual
manageable steps. Evaluate the strengths and weaknesses of current practice and blend with practical ‘best practice’ methods. Redefine a draft process and test against ‘real world’ scenarios based on your day to day selling activities. Agree a final process and begin to allocate measurement and management indicators (such as activity codes and probability scores). Agree follow on actions and appropriate implementation timetable.
Sales Process Workshop II - Performance Management of the Sales Process
To maximise results your team need to understand what each stage in the process will require them to do and achieve. This includes the activity and calls they must make, the relationships they should
establish with prospects, the materials they should use in sales calls, the issues they must discuss and resolve with prospects, and the tangible goals they must achieve in sequence along the path to each sale to make their sales approach maximally effective.
It’s only when such an outline is in place that sales management is in a position to 1. monitor the sales force’s activity, progress, and their results 2. assess problems as they arise, and, when
necessary, 3. redirect individual sales peoples’ efforts efficiently.
During this second stage workshop we work in detail with your team to;
• Design effective measurement methods for the sales process
• Agree effective outcomes required for each stage
• Agree the most effective methods and techniques for each stage
• Create appropriate goals so that sales people understand when each stage has been effectively achieved.
Each workshop is uniquely designed to fit your needs after an initial free consultation, and each typically lasts one full day either in house or externally by arrangement.
For more details of how the Sales Process Workshops can boost your sales performance please contact us here:
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