A sales engine has three main component parts.
👯 People (not just the salespeople, but anyone who interacts with the sales engine)
🔣 Processes and methodologies
📖 Proposition (your story/pitch)
The sales process is a set of important steps that your sales team should follow to complete a sales cycle. By following a sales process, your salespeople can take prospects from the stage of first being aware of your service to paying for your offerings.
A sales process is also the mechanism by which the foundations of sales reporting and forecasting are generated. Without adequate, fit for purpose processes, a sales engine cannot fully govern itself nor develop repeatable and accurate forecasting, which every business depends on.
The sales methodology is a framework that outlines how your sellers approach each phase of the sales process. While a sales process maps out a sequence of stages required for success, a sales methodology introduces discipline through a system of principles and best practices that translate into seller actions.
🚀 Process drives action and output. Methodology drives behavior and outcome!
Questions to ask before building your sales process
📠 What are the metrics?
#️⃣ How do we measure it?
🔓 How will we manage it?
🕥 What actions will it generate?
👨💼 How will it drive our people?
👩🔬 How will it drive others (within our company)?
👩💻 How will it drive our customers?
👮♂️ How will we enforce/endorse it for compliance?
If you want to learn more, contact us at info@salesperformanceteam.com to learn how we can help
