<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=290086984736480&amp;ev=PageView&amp;noscript=1">
word-map-thumb

The Alternative Board Blog

5 Tips on Improving Your Company’s Sales Process

Feb. 5, 2019 | Posted by The Alternative Board Worldwide
bigstock-157591799-e1509575553911-1

For just about every business, one principle is tantamount: every sale counts. A company’s sales process should be streamlined, well-structured, transparent and efficient. When one or more of those elements is missing, a key sale may not close or attempts at repeat business may fail. Simply put, everything that can be done to improve the sales process should be done.

If your sales efforts have fallen flat lately, or you hope to dramatically enhance sales performance in the year to come, here are five tips that may prove useful:

  1. Automate for greater efficiency. Many tiresome sales-related tasks can bog down and demoralize even your best sales rep. Automated sales technology is readily available to address this challenge, starting with CRM systems that help to nurture prospects, keep the pipeline moving forward, facilitate timely communications with prospects, and gather data that may prove useful in future sales endeavors.

Also, utilizing a digital document management system can reduce paperwork and energize your sales team to greater productivity.

  1. Offer in-depth coaching. Most salespeople want to become better at what they do. At the same time, they face ongoing pressures to perform at peak levels without a break in their schedule. Too much pressure—and insufficient guidance—often leads to lessened productivity and burnout.

“Work at creating an environment where ‘failure’ is seen as a learning experience, not the end of the world,” advises Predictive Success. Provide constructive criticism, while also lauding the talents and instincts your sales staff demonstrates. Coaching creates numerous opportunities to “really empower your employees by giving them the latitude to make decisions and take action.”

Want additional insight? Download Hiring a Business Coach for Your Small Business now 

DOWNLOAD
  1. Train in the most effective sales techniques. Every business and/or industry has certain proven sales techniques that work most effectively with prospects. Rather than have your salespeople submit to generic training methods, train for the results you want. This can range from learning how to ask better questions of prospects to honing the description of a company’s unique selling proposition and positioning oneself as a problem-solver for would-be clients.
  1. Accelerate the contract approval process. In addition to paperwork, internal red tape is the bane of a salesperson’s existence. How long does it take, within your company’s bureaucratic structure, to get a sales contract signed and approved? Again, technology offers some key solutions, such as virtual signature tools that move the contract approval process along faster, as opposed to “relying on your staff to meet with clients and managers or supervisors in person just to get a few signatures.”
  1. Get sales and marketing on the same page. A lack of alignment between sales and marketing can lead to mixed messages to prospects (never a good thing!). To counter this problem, keep these action steps in mind:
  • Focus on sharper cross-departmental communications. Appoint an individual from each department to meet regularly, so everyone stays informed about new lead generation, updated marketing materials, ideas for new initiatives, and so on.
  • Be sure the marketing messages on your website are in sync with your sales team’s pitch to prospects. Whenever inconsistencies occur, a sales rep may promote features and benefits at odds with what the marketing team wants to highlight. Conduct a comprehensive review of all your marketing and sales materials (online, in print, on social media) with a focus on generating greater consistency in messaging across the board.
  • Ensure alignment on sales and marketing metrics. If sales and marketing track different data and employ different analytic models, some confusion is sure to arise. Find a system that both teams can use to evaluate the strengths and weaknesses of a sales campaign or marketing initiative. Collaborate analysis can pinpoint gaps in information-gathering that could at this moment contribute to a decline in sales.

Chances are, your sales process isn’t broken or even in serious disrepair. But adhering to these principles can sharpen everyone’s abilities to generate leads, attract new prospects and close that all-important deal.

 

Read our 19 Reasons You Need a Business Owner Advisory Board

DOWNLOAD

Written by The Alternative Board Worldwide

Related posts

Developing The Art Of Time Management
Feb. 19, 2019 | Posted by Phil Spensieri, TAB York Region
Although many of you are fantastic managers of your employees and operations, the issue of good time management is almost always a part of every discussion I have with business owners. Good time...
What Habits Can Cripple a Leader’s Productivity
Feb. 19, 2019 | Posted by The Alternative Board Worldwide
With all the attention given to boosting employee productivity, it’s sometimes easy to lose sight of the same urgency for business owners or CEOs and their executive teams. Ask yourself: are you’re...
Why Branding Is Important to Your Marketing Efforts
Feb. 7, 2019 | Posted by The Alternative Board Worldwide
Everyone used to know what “branding” meant—a logo, name, catchphrase, or some mixture of these and other graphic design elements to promote a business. In the twenty-first century, the concept of...
Leadership Part II: Why be a Boss when you can be a Leader?
Feb. 6, 2019 | Posted by Phil Spensieri, TAB York Region
In my past 30 years of business I have met thousands of business owners and while all of them have been the ‘boss’, not all of them have been leaders. How to be a better leader is a topic that comes...
A Quick Guide to Hiring a High Performing Sales Team
Jan. 29, 2019 | Posted by The Alternative Board Worldwide
A quality salesperson is vital to sales team success This individual is responsible for generating leads and closing sales, which translates into revenue-generating activities for your organization....
5 Common Recruiting Mistakes and How to Avoid Them
Jan. 24, 2019 | Posted by The Alternative Board Worldwide
You don’t need us to tell you—the goal of hiring talented, qualified job candidates is now a lot harder to achieve than it once was. Businesses are pursuing a wide range of strategies in order to...
Management Skills Part 1: Transitioning from Employee to Manager
Jan. 22, 2019 | Posted by Phil Spensieri, TAB York Region
In my work with business owners, many of them have expressed a desire to transition a certain employee to a more senior role at their company. However, this promotion sometimes doesn’t happen because...
Leadership Tips in a Time of Rapid Business Growth
Jan. 22, 2019 | Posted by The Alternative Board Worldwide
Solid leadership is critical during every phase of a company’s evolution. This is probably most important during a time when a business undergoes a period of rapid growth. According to serial...
Why More Female Business Owners Are Joining Boards
Jan. 10, 2019 | Posted by Phil Spensieri, TAB York Region
It’s encouraging to see more women business owners joining boards. I’ve found that most women in management, specifically on boards, offer a different style of leadership and a fresh perspective,...
5 Leadership Traits that are essential for Business Owners and CEOs
Jan. 3, 2019 | Posted by The Alternative Board Worldwide
Do successful business leaders and CEOs exhibit the same qualities across the board? Generally speaking, the answer is “yes.” Specific personality and character traits can be identified as essential...