It’s amazing how many companies, both small and large, do not have a sales process. A sales process is a standardized approach defined by a company for selling its products or services. It usually involves these six basic steps:

• Definition of target market
• Identifying a sales lead
• Qualifying the sales lead
• Needs identification
• Proposal
• Closing or finishing the sale

A Sales Process Does Not Have To Be Rigid
A sales process should not be complicated or overly formal. Any Army General will tell you that every battle must be planned, but every plan has to be flexible in order to accommodate changing tactics. The same is true with a sales process. It must be elastic enough to adapt to the selling situation as issues are uncovered and needs change.

The Importance Of A Sales Process
Every sales professional needs a sales process as a guide to interacting with prospects. We should never have to invent a new approach for each new opportunity we identify. We need a road map. This is especially important right now when it seems that all sales professionals have amped up their new business development activity.

Three Reasons You Need One

1. Many buyers don’t have a buying process; your sales process by default gives them a buying process. It can reduce their anxiety about doing business with you too. “Once you’ve answered some of my questions we’ll be in a better position to know if we have a product that will fit your needs. If we do, then I’ll create a formal proposal that we’ll discuss with your manager…”
2. It keeps you on track. You don’t have to “wing it” every time you get in front of a prospect. In addition, with a plan in hand, we are less fearful when prospecting.
3. You can prospect more quickly and efficiently if you don’t have to come up with a new game plan for each prospect.

Wrap-up: Sales Tips For Sales Management
Besides making your sales force more efficient, if your organization has a sales process in place it will help sales managers more easily identify gaps in sales skills for the sales professionals on his or her team. Another benefit is that it can help new sales hires get up to speed much more quickly.

A sales process that is simple -  and works -  is a tool that will make you and your company become more capable and productive.

Further reading:

• This one important sales skill is a lot like a kiss [By using a sales process, closing or finishing an order is simplified.]

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Tags: closing, habits, Prospecting, prospects

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