Rate: (0 Ratings) The best salespeople sometimes make the worst employees. To them, details, paperwork and sales managers are all things to be aoided. The reason: selling is a !onta!t sport, and "or the su!!ess"ul salesperson, o""i!e time is non#selling time. Be!ause o" this, business owners and sales management o"ten "ind sales to be out#o"#!ontrol and impossible to $uanti"y. %nly a good sales pro!ess !an oer!ome the otherwise un!ertain and ill#de"ined nature o" sales. Instructions &tep ': (ssess your sales team. )ake sure you hae the right number o" salespeople, and that they are personable, team players, and generally easy to work with. Ealuate their leel o" knowledge about your business and industry. *" ne!essary, !onsider hiring new sales reps and inesting in sales training "or your top produ!ers. Remember, it+s di""i!ult to determine whether a gien salesperson is truly a!hieing at the highest leels. &ales per"orman!e is a "un!tion not only o" the indiidual, but also o" the produ!t being sold, the assigned territory and general market !onditions. &tep ,: *denti"y the releant sales steps. -ollow a "ew sales "rom the initial !onta!t through the su!!ess"ul (or unsu!!ess"ul) deliery o" your produ!t or seri!e. .ist the important steps along the way, and ealuate them "or their timeliness, e""i!ien!y, and e""e!tieness. *" you "ind redundant and unne!essary steps, eliminate them. -or ea!h step that moes a sale "orward, identi"y the posities o" your strongest salespeople and the negaties o" your weakest. /ow, !reate a sales pro!ess map that+s easy to "ollow, and do!ument it as part o" your new sales pro!ess. &tep 0: Ensure that all re$uired steps are "ollowed. /ote that not eery sale will tra!k pre!isely with the pro!ess outlined in &tep Two. *" a sales rep attends an initial appointment and walks away with an order, you won+t ne!essarily !omplain be!ause three other steps were skipped. That+s a potential trap, though: sometimes, those other steps are there be!ause they help ensure that the !ustomer is satis"ied. (nd so, your sales reps must report their a!tiities during ea!h step, to aoid timewasters and missed opportunities. &tep 1: Tra!k sales per"orman!e. Typi!ally, this means tra!king sales numbers by salesperson, !ustomer, and produ!t or seri!e. )easuring whi!h salespeople are e""e!tie is ital to ensuring that the !ompany+s pipeline o" new business remains "ull. 2nowing whi!h !ustomers and kinds o" !ustomers are buying the most, and whi!h produ!ts and seri!es they+re buying, helps the organi3ation deelop e""e!tie marketing plans. Tools "or tra!king sales !an range "rom a simple spreadsheet to a "ull#blown !ustomer relationship management (4R)) appli!ation, depending on the si3e and !omple5ity o" your business. &tep 6: )anage the pro!ess. *t would be a shame "or all this planning to go to waste, and so it+s your 7ob as business owner or sales manager to read the a!tiity and sales reports. Remember, your best sales reps will hate the pro!ess but "ollow it to the letter8no more and no less. *" you ignore their e""orts in "ollowing the pro!ess, you+ll "ind that there+s no pro!ess le"t to "ollow.