There’s no doubt that having a clear, consistent, and well-defined sales process is critical to success in sales. Your sales people need a proven and documented approach to sales in order to effectively close sales time and time again. It offers them guidance, tools, and metrics to do their jobs more effectively. In fact, a sales process can take your business to the next level.
However, even though you might already have a sales process in place, it doesn’t mean that it’s effective. It doesn’t mean that your sales people are benefiting from it. In fact, it could be hindering their efforts.
Your sales people should only be targeting leads that are actually willing and able to buy what you sell. Otherwise, they’ll end up wasting a lot of time, resources, and efforts on leads that will never purchase from them.
To make sure they’re focusing on the right leads, create buyer personas and an ideal buyer profile. They should be researching their leads and prospects and ensuring that they match your ideal buyer before they start to pursue them. Once you understand who is most likely to buy from you—what industry they’re from, how big their companies are, what geographic locations they’re in , etc.—the more likely you are to get the sale.
Instead, you must guide them to become advisors during the buyer’s journey. This is how they’ll close sales. They need to focus on offering help, on giving recommendations, on thoughtfully answering questions, and on providing valuable content if they want to gain a prospect’s attention.
About the Author:
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.