By Julia Karnaukh | Courtesy: bpmonline
ommonly defined, a sales process is a systematic, repeatable series of steps that map out and track interaction with sales leads from the point of initial communication through closing the deal. In the digital era, the concept, however, underwent certain makeovers with rooting the processes directly to the business operations. Let’s take a closer look at what sales process means for your organization and measures to ensure sales operations success.
The new approaches surfaced making it clear, that the properly defined sales process helps companies to improve sales team performance and overall ensures business operations success. Moreover, a clear connection between sales pipeline and sales process must be established, planting it in the pipeline within each sequence of the actions.
Then goes a careful mapping of the customer journey through all stages of the pipeline that help companies to identify bottlenecks and determine the best course of actions to fix the problems. Once the process is outlined and all the stages of the sales pipeline identified, it’s time to act upon it with precision that yields to greater sales results.
We went deeply into investigating what sales pipeline should look like and how an effectively implemented sales process helps companies to improve sales operations performance.
The result of this study is our new eBook: “The complete guide on how to optimize your end-to-end sales process to maximize value and drive successful sales behavior”.
Main topics of the guide:
1. Sales process as an internal methodology: why it’s important.
Properly defined process helps companies to ensure success of sales process implementation.
2. Strategy behind building an effective sales process.
Careful process mapping uncovers bottlenecks and leads to improvements.
3. Action plan to move further along the sales pipeline.
The sales process incorporated into daily activities improves productivity of the sales team.
4. Process-centered approach: what is means for your organization.
Practical recommendations on how to keep sales process up to date and efficient.
- Why sales process management is vital for your organization.
- How pipeline for enterprise level sales should look like.
- What is the structure of an ideal sales process.