Is structurally generating leads that should lead to pipeline and business a recurring challenge? Are you always looking for the way in which you can optimally offer this your sales process support with some uncertainty? Or do you even experience stress due to targets in this area? Perhaps you recognize the situation that precisely that colleague who is achieving successes leaves or that there are external factors such as the corona crisis that undermine your conversions? Then set up your sales process as optimally as possible.
In our daily practice, we speak to many organizations that experience this challenge and we also hear that leads (too) often fall between the cracks. They go from Marketing to Sales. However, Sales does not follow up on all of them. Or Sales loses sight of them if they are not immediately ready for a purchase. The same applies to just too lukewarm leads that come from sales campaigns. Therefore, ensure a clear and structured sales process. Working in a process-oriented manner means continuity. Even if that well-scoring Internal Sales employee or Account Manager leaves.
What do we mean by sales process?
A sales process can be defined very broadly. From determining personas, KPIs and criteria of the ideal customer, to lead generation , aftersales and relationship oman phone number library management of existing customers. All important, of course. But the core of the sales process revolves around ‘selling’, selling. And in order to be able to sell something, you obviously need prospects. By the primary sales process we mean selecting, qualifying, enthusing and acquiring potential customers, in order to ultimately reach a deal .
Work with an Inside Sales and Outside Sales your sales process
Many organizations traditionally work with a how does the current account work and what types are available? Marketing and Sales department. Sales often consists of a Sales Manager with multiple Account Managers or Salespeople. They are expected to take on all sales tasks: acquiring, qualifying, making appointments, visiting leads, issuing quotes, making contracts, maintaining the CRM system and nurturing leads. That’s quite a few tasks. Do you want Sales to get more out of the available time? Then make sure you focus !
Divide the work your sales process
Divide the work between an Inside Sales and an Outside Sales. That may sound obvious, but believe me, many companies still believe that Account Managers should make their own appointments. Within their own network, that makes sense, but if the Account Manager has no or a belgium numbers small network, it is difficult to make this work well. Let people do what they are good at. Strange perhaps, but sales people are not always eager to acquire. Therefore, deploy (young) eager people in an Inside Sales function, to generate leads.
Inside Sales is then only responsible for acquisition and qualifying any leads that come from Marketing. Outside Sales goes to appointments, makes quotes and closes deals.